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 Secure Access customer accounts. You will be responsible for successfully processing renewals and attaining quarterly retention targets. You will handle renewals strategy, customer and channel partner engagement, negotiations, and contract/order administration.
What You’ll Do
Renewals Management:
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Direct ownership of a high volume of customer accounts with responsibility for securing successful renewals measured by quarterly gross retention targets
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Drive end to end renewal process by serving as primary point of contact for the customer and channel partners for renewals and liaison with other internal parties to fulfill customer needs
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Align with Absolute’s channel partners to prepare and present renewal quotes to customers
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Manage customer contracts, license agreements, and commercial negotiations
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Outreach to customers and channel partners to identify and track the customer’s renewal process and purchase timelines
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Identify opportunities for expansion and upsell, then partner with Sales on close plan
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Proactively identify risks to the renewal process, and escalate accordingly, collaborating with internal teams to mitigate risk with customer-first solutions
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Be the internal “voice of the customer” while balancing the needs of the organization
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Protect the security and privacy of Absolute and its customers
Opportunity Management:
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Maintain a rolling forecast of upcoming renewal opportunities
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Create and maintain accurate renewal forecasts and pipeline management
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Utilize our CRM and other platforms to effectively manage renewals pipeline
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Build and send accurate renewal quotes to channel partners and customers in a timely manner
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Clean submission of renewal sales orders
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Maintain clean CRM hygiene practice – consistently maintain and update accurate records of your book of business, customers & contacts data, etc.
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Input and record pertinent meetings, emails, phone calls and supporting customer data to ensure seamless customer support
What You’ll Bring
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Experience in SaaS technology customer-facing roles such as sales, account management, customer success, or renewals/contracts management
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Demonstrable ability to quarterback the end-to-end renewals sales process (timelines, dependencies, risk management, multi-level stakeholder engagement)
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Successfully track record of attaining and exceeding quota targets
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Ability to take ownership of a book of renewals business, including forecasting, pipeline management, risk mitigation, contract negotiation
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Experience working in multiple types of SaaS agreements and licensing models
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Demonstrable ability to negotiate win-win contracts
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Creative problem solver with customer-first mindset
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Strong collaborator with internal stakeholder groups
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Agility to adapt to evolving operational processes
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Work well in a fast paced, performance driven sales environment
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Strong organizational, planning, and time management skills
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Proficiency in Microsoft Office Suite
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Ability to collaborate with cross-functional teams
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Experience with CRM systems (Salesforce preferred)
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Excellent communication & interpersonal skills
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Ability to work independently in a fast-paced environment
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Strong problem-solving and analytical skills
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 Security 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 at www.absolute.com or visit our YouTube channel
