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Account Executive, Enterprise
Absolute SecurityUnited States, United Statesfull_timeVerifiedPosted 17 Jan 2025
About the role
This role will be responsible for covering a sales territory made up of Illinois and Wisconsin. We are open to candidates based in the territory or those that would cover it remotely, with frequent travel required.
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.Responsibilities Will Include: Pre-sales:
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.Responsibilities Will Include: 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
- 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
- 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
- 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
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