Account Executive, Mid-Market

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 are 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 consultation to help sustain and grow our footprint in these accounts.
Responsibilities will include:
Pre-sales:
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
Leverage prospecting tools such as Groove, Zoom and Nav.
Generate 4x pipeline coverage through strategic prospecting, multi‑threaded executive outreach, and field events; rely on partners only to accelerate, never to originate
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 when able 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
In territory meetings with prospective new customers, current customers, OEM & VAR partners.
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.com & our forecasting tool Clari
Build and maintain an effective four quarter rolling 2-3x pipeline in Salesforce.com
Maintain customer accounts and contact database in Salesforce.com