Inside Account Manager, SLED

Sales Austin, Texas


Description

Working as part of Absolute’s award-winning Sales team, Inside Account Executives (IAEs) are primarily responsible for prospecting for new customers, expansion with existing accounts, relationship building with our partners, and meeting quarterly sales goals.

While the primary focus of the role is new account acquisition, IAEs are also responsible for providing customer support to existing customers in their territories.  IAEs will engage with existing customers to review overall account health, new product offerings, and consultation to help sustain and expand our footprint in these accounts.

Generally, the IAE position will be 60% pre-sales and 30% post-sales and an average 10% of the time are expected to maintain job product, systems, and tools knowledge.

The IAE will have some travel to OEM Sites, Client Meetings, and IT Conferences. The trip will depend on the needs of the business along with our Customer Needs.

 Accountabilities Will Include:   

Pre-sales:

Partner Support (OEM, DMR & VAR):

  • Build out an expansive network of lasting relationships with partners in your territory
  • Offer training through virtual web rooms and onsite visits
  • Field partner sales call to provide sales assistance and expertise
  • Assist and provide SKUs and pricing as requested

Prospecting and Lead Conversion:

  • Data mine high potential accounts, identify critical 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 keep a high daily rate of outbound calling and email campaigns
  • Search out and respond to RFI’s & RFP’s to identify opportunities where you can attach/quote Absolute products

CRM:

  • Manage pipeline, ensuring an accurate forecast with weekly updates in Salesforce.com
  • Build and maintain an active four quarter rolling 2x 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 notes to ensure seamless customer support

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 where allowed and acquire customer references
  • Attend onsite customer meetings and events where ROI is high for sales conversion, minimally once per quarter

Post-sales:

  • Compile and report revenue numbers, 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, follow and expand opportunities with existing customers
  • Upsell Absolute product portfolio across the customer base
  • Assist with approving POs, ensuring accuracy, fix and address as needed

Participate in department initiatives and develop related knowledge:

  • Attend training sessions offered; grow knowledge of Absolute products/services and internal systems and tools, including Salesforce.com
  • Stay current in Marketing collateral and relevant product/service positioning
  • Mentor, coach and assist in the onboarding of new hires
  • Manage utilization and delegation of district assigned Sales Coordinator (SC)
  • 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 useful joint coverage model when necessary

What You’ll Need:

Education:

  • Post Secondary education – desirable
  • General computer science qualification expected, university or college education preferred.

 Experience:

  • Minimum 5 years of technology sales experience
  • Minimum 3 years SaaS and Enterprise software sales experience
  • Minimum 3 years with State & Local Government and Education customers
  • com experience preferred
  • MS Excel, Outlook, PowerPoint

 Knowledge & Skills:

  • Solid solution acquisition selling experience
  • Show/demonstrated how you have successfully prospected, qualified and closed net new customer acquisition business
  • Familiarity with Customer Relationship Management (CRM) systems and leveraging CRM as a sales management tool
  • Excellent customer and partner engagement and relationship-building skills
  • Excellent verbal and written communication skills
  • Outgoing, collaborative, responsible and energized
  • Demonstrate the ability to learn technical products and solutions

Why Work For Us:

Absolute is the new standard for endpoint visibility and control, delivering self-healing endpoint security, always-connected IT asset management, and continuous data visibility—both on and off the network. Unlike other endpoint security agent solutions that can be corrupted, compromised or deleted, Absolute can self-heal itself and other critical applications through our patented Persistence technology that is embedded in the firmware of over 1 billion endpoints. No other security company can make this claim.

Headquartered in Vancouver, Canada with international offices in Austin, Texas, Reading, UK and Ho Chi Minh City, Vietnam, we are a collaborative and innovative place to make your mark in the world of security. Our agile, high energy culture rewards top performance and the contributions of those passionate about our collective growth and success. We celebrate our wins in our large common areas where we hold engineering hackathons, end of quarter celebrations, and monthly socials. We believe in a good work / life balance which is reflected in our annual employee retreat where it’s all about friends and family. To learn more about Absolute, visit our website at www.absolute.com or visit our YouTube channel.

Absolute is an equal opportunity employer