Account Executive, SLG - Northeast

Secure Access Territory Account Executive – State & Local Government, Northeast
Working as part of Absolute’s award-winning Sales team, we are looking for a results-driven, self-motivated Territory Account Executive to join our fast-growing business in the Northeast Region for our US Secure Access State & Local Government business. The Account Executive is a critical member of the Secure Access (formerly Net Motion) Sales organization and is responsible for a robust business across 12 Northeast States.

In this role, you will be responsible for driving significant revenue growth from net new account acquisitions, as well as driving expansion within and across departments in existing customers. The ideal candidate is a highly motivated and self-directed individual that can create and execute territory and sales strategy for the region. This role reports to the VP of Sales, State & Local Government.

Absolute's Secure Access technology provides security solutions for millions of devices deployed around the world, including 7 of the 10 largest airlines, 85% of the largest US public safety agencies, and a variety of other major organizations ranging from utilities and healthcare to logistics and legal sectors. Customers choose the NetMotion platform for its powerful software-defined perimeter (SDP / ZTNA), experience monitoring and mobile-first enterprise security functionality. These solutions stand out for their ability to actively improve the employee experience, validated by a satisfaction rating of 97% and an NPS of 91. 

Requirements & Responsibilities: 

• Proven track record of sales success in the enterprise software industry
• Proven track record of developing, implementing, and executing strong territory management strategy
• Become a trusted advisor and product expert to all customers regarding network and endpoint security
• Share customer best practices and acquire customer references 
• Attend onsite customer meetings and events
• Develop and execute a territory sales strategy and managing a large customer base and geography 
• Direct high-touch sales experience to state and local government accounts of all sizes, managing sometimes complex, lengthy sales cycles  
• Data mine high potential accounts, identify key accounts and contacts to engage
• Follow up on all leads provided through marketing resources in a timely and effective manner
• Work with channel partners to create leads and close joint business
• Develop and maintain a high lead conversion rate
• Maintain a high daily rate of targeted outbound activity
• Effective tech stack utilization across Salesforce.com, Clari, Outreach, Gong, DemandBase, ZoomInfo, LinkedIn Navigator
• Build and maintain a four quarter rolling 3x pipeline, ensuring an accurate forecast
• Maintain high level of customer and activity data 
• Willingness to travel up to 30%

What You Will Need:  

• In order to come up to speed quickly in this position it is important that you have 5+ years of enterprise software sales experience with a minimum of 3+ years in the networking, security or mobility categories
• You must be passionate about selling technology solutions and be able to communicate the value proposition to audiences of varying levels of seniority and technical understanding. 
• Must be mentally agile, can process and retain complex information with ease and be both articulate and engaging 
• Knowledge of Security software market as a technology or set of technologies 
• Selling SaaS platforms a plus
• Extremely strong ability to build relationships, prospect and qualify new opportunities via Pipeline Growth activities
• Proven experience selling and presenting to senior leaders and executives
• Ability to communicate with people at all levels inside the organization
• Ability to negotiate long-term license agreements directly with customers and transact through partners
• Strong business acumen
• The ability to over-achieve goals, highly organized with a desire to win, strong drive for results
• Proven success in State & Local Government market strongly preferred
• Experience selling with & through various state contracts and other government purchase vehicles
• Experience with MEDDPICC and Force Management methodologies strongly preferred
• This position MUST live in the Northeast territory (DC, Philly, NY, Boston/New England, etc.)