Account Executive, Absolute Security

• Minimum 8 years sales experience selling to Enterprise Accounts (commercial 5,000+ employees)
• Minimum 3 years selling enterprise security products and services
• Experience working with PC manufacturers and their distribution sales forces and or with systems integrators and VARs
• A proven track record of quota achievement and demonstrated career stability
• Experience in closing large deals with structured sales methodology (Force Management, or similar)
• Excellent presentation skills to executives & individual contributors
• Excellent written and verbal communication skills
• A self-motivated, independent thinker that can move deals through the selling cycle
• Candidate must thrive in a fast-paced, ever-changing environment
• Competitive, Self-starter, Hunter-type mentality

Desirable

• Working as part of Absolute’s award-winning Sales team, Enterprise 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, Enterprise Account Executives may also be responsible for providing customer support to existing customers
• Enterprise 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
• 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
• 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 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)
• Maintain pipeline, ensuring an accurate forecast with daily updates
• Build and maintain an effective four quarter rolling 2-3x pipeline
• Maintain customer accounts and contact accuracy
• Document pertinent meetings, emails, phone calls and supporting customer data as appointments, activities and/or notes to ensure seamless customer support
• Territory Management
• Build, review and execute on biannual territory plans
• Post-sales:
• Maintain and report accurate forecasting throughout any given quarter
• 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:
• Complete 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