Account Executive

Who you are

• 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

What the job involves

• 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 are 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
• 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
• 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
• 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
• 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
• 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
• Renew, upsell, expand and cross sell Absolute product portfolio across customer base
• 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
• Other duties as assigned by management

Benefits

• Recognition: Competitive pay, exceptional benefits, and matching programs for retirement plans
• Development: Training and career development to help you grow, personally and professionally
• Comfort: Bright, modern offices with ergonomic workspaces, and areas for team collaboration and individual focus
• Inspiration: In-office art gallery, seasonally refreshed with a vibrant selection from British Columbia artists
• Refreshments: Free refreshments, from pastries to popcorn to pizza, and a huge selection of hot and cold beverages
• Health: Onsite fitness classes to burn off calories from the free snacks and keep you mentally sharp
• Connection: Monthly social events and an annual retreat to bring the team together and celebrate our wins
• Balance: Work/life balance with flexible time off and Absolute-sponsored events for the whole family