Mid-Market Account Executive, Absolute Security
West
CA$150-165k
OTE
Enterprise cyber resilience
Be an early applicant
Enterprise cyber resilience
1001+ employees
Be an early applicant
CA$150-165k
OTE
1001+ employees
Company mission
To help organizations strengthen cyber resiliency.
Role
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
- 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
- Renew, upsell, expand and cross sell 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
- Other duties as assigned by management
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 is also helping to consolidate the company as a leader in cyber resilience.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Company 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
Company HQ
Westlake, Seattle, WA
Leadership
Christy Wyatt
(CEO & President)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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