Description
Position at absolute software
Open to candidates based in vancouver,bc or austin, tx (remote, hybrid, in office options available)
Working as part of absolute’s go-to-market team, account managers are primarily responsible for quarterbacking the end-to-end renewal process for a portfolio of assigned enterprise customer accountsYou will be responsible for successfully processing renewals and attaining quarterly retention targetsYou will handle renewals strategy, customer engagement, negotiations, and contract/order administrationYou will proactively engage with existing customers to review overall account health, customer outcomes, new product offerings, and consult to help sustain and grow our footprint in these accounts.
Renewals management
Direct ownership of portfolio of customer accounts with responsibility for securing successful renewals, measured by gross retention rate
Lead the end-to-end renewal process from a commercial account management perspective
Partner closely with customer success and technical account managers to ensure customer value outcomes are realized
Consult with customers to identify best fit for product editions, services/support, and licensing model
Identify opportunities for expansion and upsell, then partner with sales on close plan
Manage customer contracts, license agreements, and commercial negotiations
Align with absolute’s channel partners to prepare and present renewal quotes to customers
Be the internal “voice of the customer” while balancing the needs of the organization
Proactively identify risks to the renewal process, and escalate accordingly, collaborating with internal teams to mitigate risk with customer-first solutions
Customer engagement
Proactively engage with customer throughout customer lifecycle to ensure customer health, usage/adoption, and satisfaction criteria are achieved
Build and strengthen customer relationships at executive, influencer, and contributor levels
Present absolute product web demos to existing customers as a solution to their needs
Become a trusted advisor and product expert to all customers regarding endpoint management and security
Share customer best practices and acquire customer references
Opportunity management
Ensure customer and contacts data is continually up to date
Maintain rolling 12-month forecast of upcoming renewal opportunities
Monitor account health/risk indicators
Execute renewals management playbooks and calls-to-action in line with absolute’s customer lifecycle management best practices
Input and record pertinent meetings, emails, phone calls and supporting customer data to ensure seamless customer support
Utilize best-of-breed sales & customer management platforms (sfdc, clari, gainsight, etc.)
What you’ll need:
Experience in saas technology customer-facing roles such as sales, account management, customer success, or renewals/contracts management
Demonstrable ability to quarterback the end-to-end renewals sales process (timelines, dependencies, risk management, multi-level stakeholder engagement)
Successfully track record of attaining and exceeding quota targets
Ability to take ownership of a book of renewals business, including forecasting, pipeline management, risk mitigation, contract negotiation
Experience working in multiple types of saas agreements and licensing models
Demonstrable ability to negotiate win-win contracts
Creative problem solver with customer-first mindset
Strong collaborator with internal stakeholder groups
Agility to adapt to evolving operational processes
Why work for us:
You’re resilient and passionate about securing the work from anywhere eraSo 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 vancouver, canada with international offices in victoria – bc, seattle – wa, san jose - ca, boulder - co, ankeny – ia, austin - tx, reading - uk and ho chi minh city – vietnam, absolute software (nasdaq: abst) (tsx: abst) accelerates customers’ shift to work-from-anywhere through the industry’s first self-healing zero trust platform, ensuring maximum security and uncompromised productivityOnly 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 experienceAbsolute currently serves approximately 16,000 customers with more than 13 million activated endpoints globallyG2 recognized absolute as a leader in the winter 2022 endpoint management and zero trust networking grid reports, reflecting our continued customer satisfaction across product linesTo learn more about absolute, visit our website at www.absolute.com or visit our youtube channel.
Absolute is an equal opportunity employer.
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