Account Executive, State & Local Government (Secure Endpoint)

Absolute Software

101d

About The Position

The successful candidate will be based remote in the Mountain West (AZ, NM, NV, UT, CO, KA, NE, WY, ID, MT). 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 North Central Region for our US Secure Endpoint State & Local Government business. The Account Executive is a critical member of the Security Sales organization and is responsible for a robust business across 10 Mountain West States (AZ, NM, NV, UT, CO, KA, NE, WY, ID, MT). 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 Endpoint technology provides security solutions for millions of devices deployed around the world and is the only software solution of its kind embedded in the firmware of every major PC device worldwide. Customers choose the Secure Endpoint solution for its unique ability to track, trace and recover endpoint devices while delivering best in class protection and persistence of the customer’s security posture.

Requirements

• 5+ years of enterprise software sales experience and/or 5+ years of experience in PC hardware sales.
• Passionate about selling technology solutions and able to communicate the value proposition to audiences of varying levels of seniority and technical understanding.
• Mentally agile, able to process and retain complex information with ease, articulate and engaging.
• Knowledge of Security software market as a technology or set of technologies.
• Experience selling SaaS platforms is 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.
• 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.

Responsibilities

• Drive significant revenue growth from net new account acquisitions.
• Expand within and across departments in existing customers.
• Develop, implement, and execute 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 managing a large customer base and geography.
• Direct high-touch sales experience to state and local government accounts of all sizes, managing 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.
• Utilize tech stack effectively across Salesforce.com, Clari, Outreach, Gong, DemandBase, ZoomInfo, LinkedIn Navigator.
• Build and maintain a four-quarter rolling 3x pipeline, ensuring an accurate forecast.
• Maintain a high level of customer and activity data.
• Willingness to travel up to 30%.
• Protect the security and privacy of Absolute and its customers.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 251-500 employees