Account Executive, Mid-Market

Absolute Software•Oklahoma City, OK

3d•Onsite

About The Position

The successful candidate will be based in Oklahoma City, Oklahoma, with the ability to travel. Working as part of Absolute’s award-winning Sales team, Mid-Market Account Executives are primarily responsible for prospecting for new customers, relationship building with our partners, and meeting quarterly sales goals. While the role’s primary focus is new account acquisition, Mid-Market Account Executives may also be responsible for providing customer support to existing customers. Mid-Market Account Executives will engage with existing customers to review overall account health, new product offerings, and provide consultation to help sustain and grow our footprint in these accounts.

Requirements

Minimum 3 years’ technology sales experience (SaaS and/or Enterprise software sales experience is a plus)
Experience in closing large deals with structured sales methodology (Force Management, or similar)
A proven track record of quota achievement and demonstrated career stability
Excellent presentation skills to executives & individual contributors
Excellent written and verbal communication skills
A self-motivated, independent thinker who can move deals through the selling cycle
A passion for technology, with strong knowledge of the IT and cybersecurity industries
Active listening skills – quickly and effectively adapt your approach during a sales conversation based on the customer's needs and responses
Competitive, self-starter, hunter-type mentality
Strong knowledge of Office 365, Salesforce.com, MEDDPICC or other strategic sales tools
Strong organizational and follow-up skills
The ability to thrive in a fast-paced, ever-changing team environment

Nice To Haves

Post-secondary education, preferred

Responsibilities

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.
Customer Engagement: Define the customers’ current IT situation, challenges and needs. Present Absolute’s 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 Management (Salesforce.com): Manage pipeline, ensuring an accurate forecast with daily updates in Salesforce.com. Build and maintain an effective four-quarter rolling 2-3x pipeline in Salesforce.com. Maintain customer accounts and contact database in Salesforce.com. Input and record pertinent meetings, emails, phone calls and supporting customer data into Salesforce.com 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 the 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’s product portfolio across the 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.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 an effective joint coverage model when necessary. Protect the security and privacy of Absolute and its customers. Other duties as assigned by management.