Account Manager, Australia

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 p