Absolute Software Corp.
Account Executive, Mid-Market
This Mid-Market Account Executive role covers the Indiana, Michigan, and Ohio territory. We are only seeking candidates who currently reside in one of these three states.
What You’ll Do 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
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’ll Bring
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
Why Work For Us We’re in search of the best and the brightest – every talent level from innovators, sellers and marketers to financers, operators and especially customer relationship managers – to help shape the next decade of security, drive innovation and make a meaningful difference. Absolute’s global platform empowers work‑from‑anywhere and protects over half a billion devices worldwide.
#J-18808-Ljbffr
This Mid-Market Account Executive role covers the Indiana, Michigan, and Ohio territory. We are only seeking candidates who currently reside in one of these three states.
What You’ll Do 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
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’ll Bring
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
Why Work For Us We’re in search of the best and the brightest – every talent level from innovators, sellers and marketers to financers, operators and especially customer relationship managers – to help shape the next decade of security, drive innovation and make a meaningful difference. Absolute’s global platform empowers work‑from‑anywhere and protects over half a billion devices worldwide.
#J-18808-Ljbffr