The successful candidate will be based in Oklahoma City, Oklahoma, with the ability to travel.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 provide consultation to help sustain and grow our footprint in these accounts.What You’ll DoPre-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’s 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 Management (Salesforce.com)
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 the 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’s product portfolio across the 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 an effective joint coverage model when necessary
Protect the security and privacy of Absolute and its customers.
Other duties as assigned by management
What You’ll Bring
Post-secondary education, preferred
Minimum 3 years’ technology sales experience (SaaS and/or Enterprise software sales experience is a plus)
Experience in closing large deals with structured sales methodology (Force Management, or similar)
A proven track record of quota achievement and demonstrated career stability
Excellent presentation skills to executives & individual contributors
Excellent written and verbal communication skills
A self-motivated, independent thinker who can move deals through the selling cycle
A passion for technology, with strong knowledge of the IT and cybersecurity industries
Active listening skills – quickly and effectively adapt your approach during a sales conversation based on the customer's needs and responses
Competitive, self-starter, hunter-type mentality
Strong knowledge of Office 365, Salesforce.com, MEDDPICC or other strategic sales tools
Strong organizational and follow-up skills
The ability to thrive in a fast-paced, ever-changing team environment
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
