Account Manager, Australia & New Zealand

Description

The ideal candidate is more than a renewals-focused Account Manager. We are looking for someone who can take ownership of the ANZ territory and operate as the primary sales representative for the region.

They should be equally comfortable protecting a strategic renewal, developing an expansion opportunity within an existing enterprise customer, generating net-new pipeline with a partner, presenting Absolute’s value proposition to a customer, coordinating a technical evaluation, and negotiating the commercial terms required to close an opportunity.

This individual will need to be resourceful, commercially driven, customer-focused, and comfortable working independently, while knowing when and how to bring the broader Absolute organization into strategic customer opportunities.

Working as part of Absolute Security’s APJ go-to-market organization, the Account Manager, Australia & New Zealand (ANZ) is responsible for managing and growing Absolute’s business across the region.

This is a broad, customer-facing sales role with responsibility for existing customer retention and expansion, net-new business development, partner engagement, pipeline generation, and overall territory management. The Account Manager will act as the primary commercial point of contact for customers and partners across ANZ and will own opportunities from initial engagement and qualification through commercial negotiation, close, renewal, and expansion.

The successful candidate will be comfortable operating with a high degree of autonomy and taking ownership of the ANZ business. They will work closely with regional and global Sales Engineering, Customer Success, Channel, Marketing, Product, and other internal teams to ensure customers receive the appropriate commercial and technical support throughout their lifecycle.

What You’ll Do:

Territory & Account Management

• Own and manage a portfolio of existing customers and prospects across Australia and New Zealand.
• Act as the primary commercial point of contact for assigned ANZ customers and partners.
• Develop account and territory plans designed to protect existing revenue while identifying opportunities for expansion and net-new ARR.
• Build and maintain strong relationships with customers at executive, security, IT, procurement, influencer, and operational levels.
• Develop a strong understanding of each customer's business, security priorities, technology environment, and desired outcomes.
• Serve as a trusted advisor to customers regarding Absolute’s endpoint security, resilience, and secure access solutions.
• Coordinate internal resources across Sales Engineering, Customer Success, Channel, Marketing, Product, and leadership to support customer requirements and strategic opportunities.

Renewals, Retention & Expansion

• Take direct commercial ownership of assigned customer renewals and responsibility for achieving quarterly and annual retention targets.
• Lead the end-to-end renewal process, including customer engagement, renewal strategy, risk identification, commercial negotiations, partner coordination, and order execution.
• Proactively identify renewal and churn risks and develop mitigation plans in collaboration with internal stakeholders and channel partners.
• Identify and close expansion and upsell opportunities across Absolute’s product portfolio.
• Engage customers throughout their lifecycle to understand product adoption, satisfaction, changing requirements, and potential areas for growth.
• Consult with customers on appropriate product editions, licensing models, services, and support requirements.
• Protect and grow recurring revenue while maintaining a customer-first approach to commercial negotiations.

New Business Development

• Develop and manage net-new sales opportunities throughout the ANZ territory.
• Build pipeline through direct customer engagement, existing relationships, channel partners, OEM relationships, marketing programs, outbound activities, and regional events.
• Own the commercial sales cycle from initial qualification through discovery, solution positioning, evaluation, negotiation, and close.
• Coordinate technical demonstrations, proof-of-value activities, and customer workshops with regional or global Sales Engineering resources.
• Identify and engage key decision-makers, including CIOs, CISOs, IT/security leaders, procurement teams, and executive sponsors.
• Develop compelling business cases and commercial proposals that demonstrate the value of Absolute’s solutions.
• Consistently work toward achieving or exceeding quarterly and annual new business and expansion targets.

Channel & Partner Engagement

• Work closely with Absolute’s OEM, distribution, reseller, and strategic partners throughout Australia and New Zealand.
• Develop strong relationships with partner sales teams and identify opportunities to generate incremental pipeline.
• Support partner enablement and help partners effectively position Absolute solutions with their customers.
• Collaborate with partners on customer opportunities, account mapping, joint sales activities, events, and go-to-market initiatives.
• Coordinate with partners to prepare and present customer proposals, quotations, renewals, and commercial agreements.

Forecasting & Opportunity Management

• Maintain an accurate rolling forecast covering new business, expansions, and upcoming renewals.
• Maintain strong CRM discipline and ensure opportunities, customer information, contacts, activities, next steps, and close plans remain current.
• Provide accurate weekly and quarterly forecasts using platforms including Salesforce and Clari.
• Proactively identify risks, dependencies, competitive threats, and potential deal slippage and communicate appropriate mitigation plans.
• Apply structured sales methodologies and qualification practices to strategic opportunities.
• Maintain visibility into customer health, renewal risk, competitive activity, and whitespace opportunities across the territory.
• Ensure customer interactions, meetings, emails, calls, and relevant commercial information are appropriately recorded to support seamless customer engagement.

Customer Advocacy

• Represent the voice of ANZ customers internally and ensure regional requirements and market feedback are communicated to the appropriate teams.
• Develop customer advocates and references and identify opportunities for customer success stories.
• Share customer and competitive intelligence with regional leadership, Product, Marketing, and other internal stakeholders.
• Maintain a strong understanding of the ANZ cybersecurity and endpoint-security market, including emerging customer requirements and competitive platforms.
• Protect the security and privacy of Absolute and its customers.

What You’ll Need

• Demonstrated experience in enterprise technology or cybersecurity sales, account management, customer success, or a similar customer-facing commercial role.
• Experience managing a geographic territory or substantial portfolio of enterprise and public-sector customers.
• Proven track record of achieving or exceeding sales, expansion, and/or retention targets.
• Ability to independently manage complex enterprise sales and renewal cycles involving multiple stakeholders.
• Experience developing net-new pipeline as well as expanding existing customer relationships.
• Strong commercial negotiation skills, including experience with SaaS agreements, licensing models, renewals, and multi-year contracts.
• Experience working with channel partners, resellers, distributors, OEMs, and other technology partners.
• Strong forecasting, pipeline management, and CRM discipline, ideally with Salesforce and Clari.
• Ability to engage credibly with technical practitioners as well as CIO, CISO, procurement, and executive stakeholders.
• Comfortable coordinating technical sales cycles and demonstrations with remote or regional Sales Engineering resources.
• Strong presentation, communication, and relationship-management skills.
• Self-motivated and comfortable operating autonomously in a geographically distributed APJ organization.
• Ability to prioritize effectively across existing customers, renewals, expansion opportunities, net-new prospects, and partner activities.
• Willingness to travel throughout Australia and New Zealand as required. Ideally based in Sydney

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

Absolute Security 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]