Account Executive, Federal
ABSOLUTE - Washington, DC
Apply NowJob Description
Description Please note the successful candidate will be based in Washington D.C., Virginia, or Maryland - although strong out of territory candidates will also be considered.Absolute Security is an award-winning global leader in endpoint management and security. Our Secure Endpoint software is embedded in more than 600M PCs, including all major OEMs and devices being sold to the Federal Government. Absolute has a strong foundation in the Federal market with more than 80 existing customers. We are expecting to achieve FedRAMP Authorized status in September 2024, and as a result we are expanding our Federal sales team and resources to capitalize on this unique high-growth opportunity. Absolute Security Federal Account Executives are key members of the Federal go to market team reporting to the VP of Federal Sales. The primary responsibility is new account acquisition across Civilian Agencies, Federal Systems Integrators, and Defense Contractors. Additional responsibilities include working with existing customers to solidify and expand adoption of Absolute solutions, working with new and existing partners, representing Absolute at virtual and on-site industry events, and exceeding quarterly sales goals.The ideal candidate will have strong business acumen with a proven track record selling software solutions into Federal Agencies, Federal Systems Integrators, Defense Contractors, and working with Value Added Partners and National Solution Partners.Key Responsibilities:Work closely with a cross-functional team of Sales Leadership, Pre-Sales, Marketing, Channel, and OEM partners to execute on the strategic sales planExceed quarterly and annual ARR sales targetsIdentify, target, and acquire new Federal customers, focusing primarily on Federal Civilian Agencies, Federal Systems Integrators, and Defense ContractorsEngage target account influencers, decision makers, and executive buyersFollow up on all leads in a timely fashionExpand relationships with PC OEM partners, Distribution, Value Added Resellers, National Solution Partners, and the broader endpoint security and management ecosystem to drive new sales opportunitiesLeverage a deep understanding of the Federal procurement process, contract vehicles, and acquisition cycles to navigate and close complex sales opportunitiesUtilize modern sales methodologies and tools such as Force Management and MEDDPICC to effectively manage account and sales cycles from prospecting to closingMaintain current knowledge of Absolute solutions, customer use cases and pain points, competitive landscape, and industry trends to effectively position Absolute within the Federal market Prepare and deliver compelling presentations, proposals, business justifications, and demonstrations to key stakeholders and decision makers within customers and prospectsMaintain accurate CRM data in including account and opportunity information, customer and prospect contact information, accurate forecasts and pipelineConsistently exceed quarterly and annual sales activity and quotas, demonstrating strong performance and results-driven mindsetRequired Qualifications & Experience:Bachelor's degree in Business, Sales, Marketing, or related field preferredMinimum of 5+ years selling enterprise security or management solutionsMinimum of 3+ years selling into the Federal marketExperience closing large, complex deals with long sales cyclesStrong knowledge and experience working with the Federal market and partner ecosystemProven track record of executing sales strategies to acquire new Federal customersExperience and relationships working with VARs, National Solution Partners, and Systems IntegratorsExperience working with PC OEMs such as Dell, HP, Lenovo, Panasonic, and Getac highly desirableExcellent communication, presentation, consultative, and negotiation skillsSelf-motivated, aggressive self-starter with a passion for driving results and exceeding and modern sales tech stack tool proficiencyModern sales methodology and MEDDPICC proficiencyForce Management Command of the Message experience highly desirableAbility to work independently and as part of a collaborative teamTheOTE range for this position is from $250k - $275k annually; the OTE includes a variable commission component and the pay offered is determined by the market location and may vary depending on job-related knowledge, skills, experience, and internal equity.Why Work For Us:You're resilient and passionate about securing the Work from Anywhere era.So are we.We're in search of the best and the brightest - everyone from innovators, sellers and marketers to financers, operators and especially customer relationship managers - we're looking for top tier talent to help us shape the next decade of security, drive innovation that enables customers with truly disruptive solutions and are dedicated to making a meaningful difference.Headquartered in Seattle, Washington with international offices in Vancouver - BC, Austin - TX, Boulder - CO, Ankeny - IA, Reading - UK and Ho Chi Minh City - Vietnam, Absolute Software accelerates customers' shift to work-from-anywhere through the industry's first self-healing Zero Trust platform, ensuring maximum security and uncompromised productivity. Only Absolute is embedded in more than half a billion devices, offering a permanent digital connection that intelligently and dynamically applies visibility, control and self-healing capabilities to endpoints, applications, and network access to ensure their cyber resilience tailored for distributed workforces.Our vision is to be the world's most trusted security company - and to empower end users to connect securely and from anywhere, to all the applications they need to collaborate and get their work done, without interruptions and with an optimal network experience. Absolute currently serves approximately 16,000 customers with more than 13 million activated endpoints globally. G2 recognized Absolute as a Leader in the Winter 2022 Endpoint Management and Zero Trust Networking Grid Reports, reflecting our continued customer satisfaction across product lines. To learn more about Absolute, visit our website atvisit ourYouTube channel Absolute Security Inc. is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. If you need assistance or an accommodation due to a disability, you may contact us at [email protected]
Created: 2024-09-07