Account Executive, SMB

Description 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 ConversionData mine high potential accounts, identify key accounts and contacts to engageFollow up on all leads provided through marketing resources in a timely and effective mannerDevelop and maintain a high lead conversion rateImplement and maintain a high daily rate of outbound calling and email campaignsCustomer EngagementDefine the customers current IT situation, challenges, and needsPresent Absolute product web demos to prospects and existing customers as a solution to their needsBecome a trusted advisor and product expert to all customers regarding endpoint securityShare customer best practices where allowed and acquire customer referencesAttend onsite customer meetings and events where ROI is high for sales conversionPartner Support (OEM, DRC, VAR)Build out an expansive network of lasting relationships with partners in your territoryOffer training through web virtual rooms and onsite visitsField partner sales calls to provide sales assistance and expertiseAssist and provide SKUs and pricing as requestedCRMManage pipeline, ensuring an accurate forecast with daily updates in SalesforceBuild and maintain an effective four quarter rolling 2-3x pipeline in SalesforceMaintain customer accounts and contact database in Input and record pertinent meetings, emails, phone calls and supporting customer data into Salesforce as appointments, activities and/or notes to ensure seamless customer supportPost-sales:Compile and report revenue numbers, adjusting revenue, probability and close dates consistently as neededReconcile quarterly revenue tracking with finances daily invoice summaryAdminister product upgrades and term extensions as requestedAssist and implement customer onboardingFind, track, and expand opportunities with existing customersUpsell Absolute product portfolio across customer baseDepartment Initiatives and Knowledge Transfer Activities:Attend training sessions offeredGrow knowledge of Absolute products/services and internal systems and tools, including SalesforceStay current in Marketing collateral and related product/service positioningMentor, coach, and assist in the onboarding of new hiresBuild and maintain successful lasting professional relationships with internal support teamsContribute to a customer-focused environment that encourages information sharing, team-based sales activity, and an absolute focus on new business, expansion, and developmentWork cohesively with sales peersShare best practices and initiate effective joint coverage model when necessaryWhat You Will Need:Post-secondary education preferred1+ year(s) of sales experienceSaaS and/or Enterprise software sales experience is a plusMS Excel, Outlook, Power PointFamiliarity with SFDC or equivalent Customer Relationship Management (CRM) systems and leveraging CRM as a sales management toolExcellent customer and partner engagement and relationship-building skillsExcellent verbal and written communication skillsOutgoing, collaborative, responsible, and energizedDemonstrated ability to learn technical products and solutionsProven professionalism and strong customer serviceAbility to travel within North America for to visit your respective territory for customer meetings (approximately 25%)