Account Executive, Smb

3 months ago

Vancouver, Canada Absolute Software Full time

Working as part of Absolute’s award-winning Sales team, SMB 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, SMB Account Executives may also be responsible for providing customer support to existing customers. SMB 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**:
Pre-sales:

- Prospecting and Lead Conversion
- 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
- Develop and maintain a high lead conversion rate
- 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 where allowed 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
- Manage pipeline, ensuring an accurate forecast with daily updates in Salesforce
- Build and maintain an effective four quarter rolling 2-3x pipeline in Salesforce

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 Salesforce
- 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

**What You Will Need**:

- Post-secondary education preferred
- 1+ year(s) of sales experience
- SaaS and/or Enterprise software sales experience is a plus
- MS Excel, Outlook, Power Point
- Familiarity with SFDC or equivalent Customer Relationship Management (CRM) systems and leveraging CRM as a sales management tool
- 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
- Proven professionalism and strong customer service
- Ability to travel within North America for to visit your respective territory for customer meetings (approximately 25%)

The OTE range for this position is from $80,000 - $85,000 annually; the OTE includes a variable commission component and the pay offered is determined by the market location and may vary depending on job-related knowledge, skills, experience, and internal equity.

**Why Work For Us**:
You’re resilient and passionate about securing the Work from Anywhere era.
So are we.
We’re in search of the best and the brightest - everyone from innovators, sellers and marketers to financers, operators and especially customer relationship managers - we’re looking for top tier talent to help us shape the next decade of security, drive innovation that enables customers with truly disruptive solutions and are dedicated to making a meaningful difference.

or visit our

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