Account Executive, Mid-Market (Blue Ridge)

Sales Austin, Texas


Description

We are open to candidates based in Austin, TX, Nashville, TN or Charlotte, NC.  

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 primary focus of the role is new account acquisition, Mid-Market Account Executives may also be 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
  • 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
  • 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
    • 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
    • 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
  • Upsell 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


What You Will Need:

  • Post-secondary education, preferred
  • Minimum 5 years technology sales experience
  • SaaS and/or Enterprise software sales experience a plus
  • 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
  • Excellent customer and partner engagement and relationship-building skills
  • Excellent verbal and written communication skills
  • Outgoing, collaborative, responsible, and energized
  • Demonstrate ability to learn technical products and solutions
  • Ensure all interactions are handled professionally at all times and with the highest level of service

Why Work For Us? 

Headquartered in Vancouver, Canada with international offices in San Jose - CA, Boulder - CO, Ankeny –IA, Austin - TX, Reading - UK and Ho Chi Minh City - Vietnam, Absolute serves as the benchmark for Endpoint Resilience, ensuring connectivity, visibility and control, independent of the operating system – embedded in more than a billion endpoints, we empower devices to recover automatically from any state to a secure operational state without user intervention. Our unique value supports our aspirational journey - to become the World’s Most Trusted Security Company. Nothing short of bold, and nothing less than achievable for this team. Whether it’s our commitment to the cybersecurity industry, our customers, or to one another, we are relentless about protecting people’s devices and the sensitive information found on them. And those common goals foster a work environment where collaboration, big ideas and world-class execution are rewarded with success through our mantra of One Team | One Number. At Absolute, we incorporate the ideals of Resilience in all we do to safeguard our customers’ data and information, so they can focus on saving lives, fighting fraud, moving markets and protecting passengers, to name a few. Our innovation journey has blossomed from within, so we foster that mindset by investing in our employees – fueling our employee’s creative expression, and resulting in our own cyber capabilities. Our momentum is palpable – Forbes noticed too and recognized Absolute as one of the top-10 cybersecurity companies to watch in 2019 and 2020. The New Reality of Remote Work and Distance Learning has further connected our teams and our passion to drive to solve our customers challenges. We pride ourselves on our agile, high energy culture that rewards exceptional achievements and the contributions of those passionate about our collective growth and success. We also respect the need for downtime and believe in a sound work / life balance, reflected in our ‘Take What You Need’ vacation policy and 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.