Account Executive, Mid-Market

Working as part of Absolute’s award-winning Sales team, Mid-Market Account Executives are primarily responsible for prospecting for new customers, relationship building with our partners, and meeting quarterly sales goals. While the role’s primary focus is new account acquisition, Mid-Market Account Executives are responsible for providing customer support to existing customers. Mid-Market Account Executives will engage with existing customers to review overall account health, new product offerings, and consultation to help sustain and grow our footprint in these accounts. Responsibilities will include: Pre-sales: Prospecting and Lead Conversion Data mine high potential accounts, identify key accounts & contacts to engage Follow up on all leads provided through marketing resources in a timely and effective manner. Develop & maintain a high lead conversion rate Implement and maintain a high daily rate of outbound calling and email campaigns Leverage prospecting tools such as Groove, Zoom and Nav. Generate 4x pipeline coverage through strategic prospecting, multi‑threaded executive outreach, and field events; rely on partners only to accelerate, never to originate Customer Engagement Define the customers current IT situation, challenges and needs Present Absolute product web demos to prospects and existing customers as a solution to their needs Become a trusted advisor and product expert to all customers regarding endpoint security Share customer best practices when able and acquire customer references Attend onsite customer meetings and events where ROI is high for sales conversion Partner Support (OEM, DRC & VAR) Build out an expansive network of lasting relationships with partners in your territory Offer training through web virtual rooms and onsite visits In territory meetings with prospective new customers, current customers, OEM & VAR partners. Field partner sales calls to provide sales assistance and expertise Assist and provide SKUs and pricing as requested CRM Manage pipeline, ensuring an accurate forecast with daily updates in Salesforce.com & our forecasting tool Clari Build and maintain an effective four quarter rolling 2-3x pipeline in Salesforce.com Maintain customer accounts and contact database in Salesforce.com Input and record pertinent meetings, emails, phone calls and supporting customer data into Salesforce.com as appointments, activities and/or notes to ensure seamless customer support Post-sales: Compile and report revenue numbers, adjusting revenue, probability and close dates consistently as needed Reconcile quarterly revenue tracking with finances daily invoice summary Administer product upgrades and term extensions as requested Assist and implement customer onboarding Find, track and expand opportunities with existing customers Renew, upsell, expand and cross sell Absolute product portfolio across customer base Department Initiatives and Knowledge Transfer Activities: Attend training sessions offered; grow knowledge of Absolute products/services and internal systems and tools, including Salesforce.com Stay current in Marketing collateral and related product / service positioning Mentor, coach and assist in the onboarding of new hires Build and maintain successful lasting professional relationships with internal support teams Contribute to a customer-focused environment that encourages information sharing, team-based sales activity, and an absolute focus on new business, expansion and development Work cohesively with sales peers. Share best practices and initiate effective joint coverage model when necessary Protect the security and privacy of Absolute and its customers Other duties as assigned by management What You Will Need: Post-secondary education, preferred Minimum 5 years technology sales experience (SaaS and/or Enterprise software sales experience is a plus) Preferred Acquisition experience Comfortable using MS Excel, Outlook, Power Point Solid solution acquisition selling experience Show/demonstrate how you have successfully prospected, qualified and closed net new customer acquisition business Familiarity with SFDC or equivalent Customer Relationship Management (CRM) systems and leveraging CRM as a sales management tool Experience in 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 Demonstrated ability to learn technical products and solutions Ability to ensure interactions are always handled professionally and with the highest level of service Compensation Transparency The OTE range for this position is from $150,000-165,000 annually; the OTE includes a variable commission component and the pay offered is determined by the market location and may vary depending on job-related knowledge, skills, experience, and internal equity. As part of our total rewards offering, permanent employees in this position may be eligible for our annual bonus program. Why Work For Us You're resilient and passionate about securing the Work from Anywhere era. So are we. We're in search of the best and the brightest, from innovators, sellers and marketers to finance professionals, operators, and especially customer relationship managers. We're looking for top-tier talent to help us shape the next decade of security, drive innovation that enables customers with truly disruptive solutions, and make a meaningful difference. Headquartered in Seattle, Washington, with international offices in Vancouver, BC, Austin, TX, Boulder, CO, Ankeny, IA, Reading, UK, and Ho Chi Minh City, Vietnam, Absolute Security accelerates customers' shift to work-from-anywhere through the industry's first self-healing Zero Trust platform, ensuring maximum security and uncompromised productivity. Only Absolute is embedded in more than half a billion devices, offering a permanent digital connection that intelligently and dynamically applies visibility, control, and self-healing capabilities to endpoints, applications, and network access to ensure cyber resilience for distributed workforces. Our vision is to be the world's most trusted security company and to empower end users to connect securely from anywhere to all the applications they need to collaborate and get their work done, without interruptions and with an optimal network experience. Absolute currently serves approximately 16,000 customers with more than 13 million activated endpoints globally. To learn more about Absolute, visit www.absolute.com or our YouTube channel.

The Mid-Market Account Executive is responsible for prospecting new customers, managing lead conversion, and meeting quarterly sales goals. They also provide ongoing support to existing accounts to ensure health, product adoption, and expansion.

Candidates must have a minimum of 5 years of technology sales experience, preferably in SaaS or enterprise software. Proficiency in CRM tools like Salesforce and a proven track record in net new customer acquisition are required.

• Annual bonus program

• Account ManagementSouhaitée
• Communication SkillsSouhaitée
• Relationship BuildingSouhaitée
• SalesforceSouhaitée
• ForecastingSouhaitée
• CRMSouhaitée

Relevées dans la description du poste. Confirmez les exigences importantes ci-dessus.

• Technology sales
• SaaS sales
• Prospecting
• Lead conversion
• Account management
• Salesforce
• CRM
• Solution selling
• Relationship building
• Outbound calling
• Pipeline management
• Forecasting
• Customer engagement
• Technical product knowledge
• Communication skills
• Technology Sales
• Business Expansion
• Outbound Calls
• Cross-Selling
• Channel Sales
• Sales Prospecting
• Endpoint Security
• Zoom (Video Conferencing Tool)
• Resilience
• Cyber Resilience
• Client Onboarding
• Knowledge Transfer
• Microsoft Excel
• Access Network
• Customer Support
• Customer Relationship Management
• Management
• Customer Acquisition Management
• Customer Service
• Software As A Service (SaaS)
• Communication
• Customer Engagement
• Conversion Marketing
• Customer Data Management
• Finance
• Equities
• Sales
• Selling Techniques
• Marketing
• Innovation
• Information Sharing
• Invoicing
• Marketing Collateral
• Microsoft Outlook
• New Product Development

• Sales
• Software
• Technology
• Security & Safety
• Customer Service & Support
• Market Account Executive
• Software Account Executive
• Information and Communications Technology Sales Professionals
• Sales Representatives, Wholesale and Manufacturing, Except Technical and Scientific Products

Formation minimale

Études secondaires

Expérience minimale

5+ ans

Langue de l’offre

anglais

Heures de travail

40 heures par semaine