Account Executive, Mid-Market

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.

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  & our forecasting tool Clari
  • Build and maintain an effective four quarter rolling 2-3x pipeline in
  • Maintain customer accounts and contact database in
  • Input and record pertinent meetings, emails, phone calls and supporting customer data into  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
• 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

• 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

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.