Account Manager, Absolute Security
SMB
CA$75-85k
OTE
Enterprise cyber resilience
Be an early applicant
Enterprise cyber resilience
1001+ employees
Be an early applicant
CA$75-85k
OTE
1001+ employees
Company mission
To help organizations strengthen cyber resiliency.
Role
Who you are
- Experience in SaaS technology customer-facing roles such as sales, account management, customer success, or renewals/contracts management
- Demonstrable ability to quarterback the end-to-end renewals sales process (timelines, dependencies, risk management, multi-level stakeholder engagement)
- Successfully track record of attaining and exceeding quota targets
- Ability to take ownership of a book of renewals business, including forecasting, pipeline management, risk mitigation, contract negotiation
- Experience working in multiple types of SaaS agreements and licensing models
- Demonstrable ability to negotiate win-win contracts
- Creative problem solver with customer-first mindset
- Strong collaborator with internal stakeholder groups
- Agility to adapt to evolving operational processes
What the job involves
- Working as part of Absolute’s go-to-market team, Account Managers are primarily responsible for quarterbacking the end-to-end renewal process for a portfolio of assigned small business customer accounts
- You will be responsible for successfully processing renewals and attaining quarterly retention targets
- You will handle renewals strategy, customer engagement, negotiations, and contract/order administration
- You will proactively engage with existing customers to review overall account health, customer outcomes, new product offerings, and consult to help sustain and grow our footprint in these accounts
- Direct ownership of portfolio of customer accounts with responsibility for securing successful renewals, measured by gross retention rate
- Lead the end-to-end renewal process from a commercial account management perspective
- Partner closely with Customer Success and Technical Account Managers to ensure customer value outcomes are realized
- Consult with customers to identify best fit for product editions, services/support, and licensing models
- Manage customer contracts, license agreements, and commercial negotiations
- Align with Absolute’s channel partners to prepare and present renewal quotes to customers
- Be the internal “voice of the customer” while balancing the needs of the organization
- Proactively identify risks to the renewal process, and escalate accordingly, collaborating with internal teams to mitigate risk with customer-first solutions
- Proactively engage with customer throughout customer lifecycle to ensure customer health, usage/adoption, and satisfaction criteria are achieved
- Build and strengthen customer relationships at executive, influencer, and contributor levels
- Present Absolute product web demos to existing customers as a solution to their needs
- Become a trusted advisor and product expert to all customers regarding endpoint management and security
- Share customer best practices and acquire customer references
- Ensure customer and contacts data is continually up to date
- Maintain rolling 12-month forecast of upcoming renewal opportunities
- Monitor account health/risk indicators
- Execute renewals management playbooks and calls-to-action in line with Absolute’s customer lifecycle management best practices
- Input and record pertinent meetings, emails, phone calls and supporting customer data to ensure seamless customer support
- Utilize best-of-breed sales & customer management platforms (SFDC, Clari, Gainsight, etc.)
- Protect the security and privacy of Absolute and its customers
Our take
Absolute’s software is embedded within 600 million devices worldwide, its cyber resilience platform delivers endpoint-to-network access security coverage and automated compliance solutions. Working with enterprise companies, governments, educational institutions and agencies, it maintains cyber resilience for its clients through factory-embedded endpoints that enable permanent digital connection.
Absolute’s deep-level embedding differs from other cybersecurity solutions that instead act as a layer rather than root tech. Absolute’s permanently connected cyber resilience solutions allow for dynamic self-healing capabilities and it claims to be the only company offering near real-time remediation for security breaches.
This constant protection is clearly a large draw for large and complex organizations. With data breaches on the rise, near-instant self-correction is an important protective measure. Absolute’s 2023 buyout by Crosspoint Capital Partners will help to consolidate the company as a leader in cyber resilience.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Company benefits
- Exceptional benefits, and matching programs for retirement plans
- Training and career development to help you grow, personally and professionally
- Bright, modern offices with ergonomic workspaces, and areas for team collaboration and individual focus
- In-office art gallery, seasonally refreshed with a vibrant selection from British Columbia artists
- Free refreshments, from pastries to popcorn to pizza, and a huge selection of hot and cold beverages
- Onsite fitness classes to burn off calories from the free snacks and keep you mentally sharp
- Monthly social events and an annual retreat to bring the team together and celebrate our wins
- Work/life balance with flexible time off and Absolute-sponsored events for the whole family
Company HQ
Westlake, Seattle, WA
Leadership
Christy Wyatt
(CEO)Also a Member of the Board of Directors at Ericsson and Silicon Labs. Was on the Board for Quotient Technology Inc. and Dtex Systems.
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