Account Executive, Mid-Market

Sales Vancouver, Canada

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Description

This role will be covering the Great Lakes territory (IL, IN, MI, OH), and we are open to candidates based in Ontario, Vancouver, Chicago or greater Chicago area

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 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 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 
    • 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 
    • Protect the security and privacy of Absolute and its customers 
What You Will Need: 
    • Post-secondary education, preferred 
    • Minimum 5 years technology sales experience (SaaS and/or Enterprise software sales experience is a plus) 
    • 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 

The OTE range for this position is from $120,000 - $140,000 (CAD) 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.  

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 – everyone from innovators, sellers and marketers to financers, 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 are dedicated to making 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 their cyber resilience tailored for distributed workforces.      
      
Our vision is to be the world’s most trusted security company – and to empower end users to connect securely and 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. G2 recognized Absolute as a Leader in the Winter 2022 Endpoint Management and Zero Trust Networking Grid Reports, reflecting our continued customer satisfaction across product lines. To learn more about Absolute, visit our website at www.absolute.com or visit our YouTube channel

Absolute Security Inc. is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. If you need assistance or an accommodation due to a disability, you may contact us at [email protected]

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