Account Executive, Mid-Market

Description 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 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 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 Renew, upsell, expand and cross sell Absolute product portfolio across customer base    …