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About the Role
As a Mid-Market Account Executive at Absolute, you will be responsible for prospecting new customers, building partner relationships, and achieving quarterly sales goals. This role involves both new account acquisition and providing support to existing customers, including reviewing account health and introducing new product offerings.
Responsibilities
- Prospect for new customers and convert leads.
- Identify and engage high-potential accounts and key contacts.
- Follow up on marketing-provided leads effectively.
- Maintain a high daily rate of outbound calls and email campaigns.
- Leverage prospecting tools like Groove, Zoom, and Nav.
- Generate pipeline coverage through strategic prospecting and executive outreach.
- Define customer IT situations, challenges, and needs.
- Present Absolute product web demos to prospects and existing customers.
- Act as a trusted advisor and product expert on endpoint security.
- Share customer best practices and acquire references.
- Attend onsite customer meetings and events to drive sales conversion.
- Build and maintain relationships with OEM, DRC, and VAR partners.
- Offer training to partners via web virtual rooms and onsite visits.
- Provide sales assistance and expertise in partner meetings.
- Assist with SKUs and pricing as requested.
- Manage pipeline and ensure accurate forecasting in Salesforce.com and Clari.
- Build and maintain a rolling pipeline in Salesforce.com.
- Maintain customer accounts and contact database in Salesforce.com.
- Record pertinent customer interactions and data in Salesforce.com.
- Compile and report revenue numbers, adjusting as needed.
- Reconcile quarterly revenue tracking with daily invoice summaries.
- Administer product upgrades and term extensions.
- Assist with customer onboarding.
- Identify, track, and expand opportunities with existing customers.
- Renew, upsell, cross-sell, and expand the Absolute product portfolio.
- Attend training sessions to grow knowledge of Absolute products, services, and systems.
- Stay current with marketing collateral and product positioning.
- Mentor, coach, and assist in onboarding new hires.
- Build and maintain professional relationships with internal support teams.
- Contribute to a customer-focused environment that encourages information sharing and team-based sales activity.
- Work cohesively with sales peers, sharing best practices and initiating joint coverage models.
- Protect the security and privacy of Absolute and its customers.
- Perform other duties as assigned by management.
Requirements
- Post-secondary education, preferred.
- Minimum 5 years of technology sales experience.
- SaaS and/or Enterprise software sales experience is a plus.
- Preferred acquisition experience.
- Comfortable using MS Excel, Outlook, and Power Point.
- Solid solution acquisition selling experience.
- Demonstrated success in prospecting, qualifying, and closing net new customer acquisition business.
- Familiarity with SFDC or equivalent CRM systems and leveraging CRM as a sales management tool.
- Experience closing deals with structured sales methodology (Force Management or similar).
- Excellent customer and partner engagement and relationship-building skills.
- Excellent verbal and written communication skills.
- Outgoing, collaborative, responsible, and energized demeanor.
- Demonstrated ability to learn technical products and solutions.
- Ability to ensure interactions are always handled professionally and with the highest level of service.
Skills
- Salesforce.com
- Clari
- Groove
- Zoom
- Nav
- MS Excel
- MS Outlook
- MS Power Point
- Solution acquisition selling
- Structured sales methodology
- Customer Relationship Management (CRM)
- Prospecting
- Lead conversion
- Outbound calling
- Email campaigns
- Pipeline management
- Forecasting
- Customer engagement
- Relationship building
- Verbal communication
- Written communication
- Technical product learning
Location
- Seattle, Washington
- Vancouver, BC
- Austin, TX
- Boulder, CO
- Ankeny, IA
- Reading, UK
- Ho Chi Minh City, Vietnam
Work Type
- Full-time
Experience Level
- Minimum 5 years technology sales experience
Education Level
- Post-secondary education, preferred
Salary/Compensations
- $150,000-165,000 annually (OTE)
Benefits
- Eligible for annual bonus program
About the Company
- Absolute accelerates customers' shift to work-from-anywhere through the industry's first self-healing Zero Trust platform, ensuring maximum security and uncompromised productivity.
- Absolute is embedded in over half a billion devices, offering a permanent digital connection that applies visibility, control, and self-healing capabilities to endpoints, applications, and network access for distributed workforces.
- The company's vision is to be the world's most trusted security company, empowering end users to connect securely from anywhere.
- Absolute serves approximately 16,000 customers with over 13 million activated endpoints globally.