What are the responsibilities and job description for the Account Executive, SMB position at Absolute Software?
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.
What You’ll Do:
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
- Implement and 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 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
- Maintain customer accounts and contact database in Salesforce.com
- Input and record pertinent meetings, emails, phone calls and supporting customer data into Salesforce as appointments, activities and/or notes to ensure seamless customer support
- Protect the security and privacy of Absolute and its customers
- Other duties as assigned by management
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 Bring:
- 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%)
Join the “Get Stuff Done” Culture Shaping the Future of Cybersecurity and Resilience
Are you passionate and committed to cybersecurity and cyber resilience in the new era of Frontier AI? If the answer is yes, then Absolute Security may be the home for you.
In the new AI-driven business world, Absolute Security has emerged as a leader in Autonomous Cyber Resilience. Thousands of customers trust our AI-native platform to defend their organizations against threats, reduce risk, and recover immediately from disruptions before they turn into financial losses. Through partnerships with the world’s leading endpoint device manufacturers, Absolute is embedded in the firmware of 600 million endpoints. This unique position gives us an almost ubiquitous presence in the world’s PC and advanced AI workstation environments.
As part of our mission to become the World’s Most Trusted Security Company, we are shaping the next decade of security, compliance, and resilience through innovations that help customers remain defended against AI-driven threats and challenges, stop downtime when disruption hits, and drive meaningful change in the IT and cybersecurity markets. To further our goals, we are searching for the best and brightest to join our Get Stuff Done (GSD) culture. We seek motivated candidates who are innovators, sellers, marketers, financiers, operators, engineers, developers, and customer professionals to join our world-class team.
Gartner, Forrester, IDC, Frost & Sullivan, and other top industry analyst firms recognize Absolute Security as critical to the emerging Cyber Resilience market, and a key competitor in the endpoint management and security, secure network access, and Zero Trust markets. The company has earned prestigious product and leadership honors including the Frost & Sullivan Competitive Strategy & Leadership award, the Cybersecurity Excellence Award for Cyber Resilience solutions, and the SC Magazine Power Players list.
Absolute Security is headquartered in Seattle, Washington, with international offices in Vancouver, BC; Austin, TX; Ankeny, IA; Reading, UK; Tokyo, Japan; and Ho Chi Minh City, Vietnam. As a native work-from-anywhere company, we give employees the flexibility to thrive in remote, hybrid, and in-office environments.
Learn more about Absolute: www.absolute.com, Blog, LinkedIn, YouTube, X