Account Executive, South ConeLocation: Argentina – Colombia Working as part of Absolute’s award-winning Sales team, we are looking for a results-driven, self-motivated Enterprise Account Executive to join our fast-growing business. In this role, you will lead the sales development of Absolute for our South Cone region. In this role, you would be responsible for primarily driving significant revenue growth from new account acquisitions, as well as driving cross-sell support to existing Absolute customers. The ideal candidate is a highly motivated and self-directed individual who can create and execute on sales strategy for the region. This role reports to the AVP of the LATAM region.Responsibilities:Pre-sales:
  • Prospecting and Lead Conversion:
  • Data mine high potential accounts, and identify key accounts and contacts to engage in the territory.
  • Follow up on all leads provided through marketing resources in a timely and effective manner.
  • Develop and maintain a high lead conversion rate.
  • Implement and maintain a high daily rate of outbound calling and email campaigns.
Customer Engagement:
  • Define the customer’s 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, 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 a solid network of lasting relationships with partners in the 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:
  • 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 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.
  • Upsell Absolute product portfolio across the customer base in the territory.
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.
What You Will Need:To come up to speed quickly in this position you must have 5+ years of enterprise sales experience within the networking, security, or mobility categories. You must be passionate about selling technology solutions and be able to communicate the value proposition to audiences of varying levels of seniority and technical understanding.
  • Proven track record of sales success within the enterprise software industry.
  • Knowledge of Security as a technology or set of technologies,
  • Selling SaaS platforms, a plus,
  • Extremely strong ability to build relationships, prospect and qualify new opportunities via Pipeline Growth activities.
  • Proven experience selling & presenting to executives.
  • Must be mentally agile, can process and retain complex information with ease and is both articulate & engaging.
  • Ability to communicate with people at all levels inside the organization.
  • Ability to negotiate long-term license agreements directly with customers/through our partners.
  • Strong proven business acumen.
  • The ability to over-achieve goals, highly organized with a desire to win, and strong drive for results.
  • Willingness to travel up to 50%.
  • CRM Management (Salesforce.com) experience is mandatory.

Account Executive, South Cone

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