Inside Account Manager - SMB (CANADA) Sales Vancouver, BC
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Description
Account Manager SMB – VANCOUVER
Working as part of Absolute’s award-winning Sales team, Account Manager SMBs are primarily responsible for acquisition of net new customers and revenue growth from existing customers. The Account Manager, SMB role is an entry-level sales position, in a call-centre like environment.
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Account Manager, SMBs regularly prospect for new customers through leads, partners, and cold calling. They also engage with customers to review overall account health, drive product usage & adoption, share new product offerings, and consult to help sustain and expand Absolute’s footprint in these accounts.
Generally, the Account Manager, SMB position is 50% acquisition and 50% retention.
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Accountabilities will include:
Prospecting For New Business
Find net new customers for Absolute and grow revenue:
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Cold call into net new accounts
Work with partners to generate leads and opportunities
Qualify leads and covert into opportunities
Customer Onboarding
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Provide new Absolute customers with a world-class account kick-off experience:
Conduct customer welcome and onboarding sessions
Set up account contacts and user profiles
Assist with product configuration
Provide product demos
Deliver knowledge transfer and respond to product usage questions
Account Monitoring
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Work directly with assigned accounts to maximize engagement and retention:
Review product usage and adoption, making optimization recommendations as required
Share customer best practices (vertical-specific)
Deliver new product release updates and training
Help customers identify at-risk data and/or devices
Provide proactive account support
Prepare and deliver quarterly business reviews
Provide account health checks
Account maintenance activities such as agent over-installs, agent removal, and expired licenses
Identify cross-sell and up-sell opportunities, own and manage the opportunities, and drive them to close
Deliver recurring customer satisfaction surveys and follow up on results
Retention & Growth
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Maximize customer retention and annual contract value growth from assigned accounts:
Drive revenue from assigned accounts by managing the renewal/re-purchase process and by up-selling/cross-selling Absolute products & services
Deliver proactive license expiry communications
Track future expiries as sales opportunities
Process license co-terms and buy-backs
Provide product demos
Approving orders with high degree of accuracy and attention to detail
General
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Participate in Sales initiatives and develop related knowledge:
Attend mandatory and optional sales training sessions
Grow knowledge of Absolute products/services and internal systems
Contribute to a customer-focused environment that encourages information sharing, team-based sales activity, and a strong focus on business development and renewals
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What you’ll need:
Education and Qualifications:
- Minimum 0-1 years of commercial selling and/or account management experience
- Experience working in a fast-paced, entrepreneurial high-tech environment
- Post-secondary education required (diploma /degree in sales or business preferred)
- Knowledge and Skills:
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- Excellent customer-engagement and relationship-building skills
- Excellent verbal and written communication skills
- Demonstrable ability to learn technical products and solutions
- Ability to work in a team based environment
- Familiarity with leveraging CRM and/or SFDC as a sales management tool
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Other:
Travel to annual sales meetings (North America)
Ensure all interactions are handled professionally at all times and with the highest level of service, follow through and consistency.
Comply with all of the Absolute internal Policies.
Adhere to and embrace the Absolute Values.
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