Sales Development Representative

Responsibilities

• Manage, qualify, and prospect to inbound and outbound marketing leads through targeted initiatives.
• Utilize strong initial discovery conversations to identify use cases, offer proper solution sets, and position additional OPSWAT products.
• Educate and develop prospect leads, driving towards hand-off to sales.
• Document conversations and qualifications clearly.
• Cold call prospects generated from various sources.
• Identify key players and strategic accounts; research and obtain business requirements (BANT); present solutions to begin the sales cycle.
• Set appointments for the sales team when a lead becomes qualified.
• Nurture new marketing leads by educating and developing prospects until they are ready to speak with a field sales rep.
• Drive attendance for webinars and set meetings for conferences.
• Ensure successful follow-through of the sales cycle by maintaining accurate activity and lead qualification information in the CRM application.
• Collaborate with sales and marketing team members on strategic sales approaches.
• Consistently master knowledge across all OPSWAT products and the cybersecurity industry.

Requirements

• Proven business development and prospecting success through effective use of core sales tools.
• Demonstrated ability to collaborate with a distributed sales team and peers.
• Capability to uncover customer pain points and business needs, then correlate business solutions and value.
• Strong and professional communication skills (written, verbal, presentation).
• Aptitude to manage numerous requests and time demands concurrently while achieving production goals from assigned territory or set of accounts.
• Promotes a strong sense of urgency for reaching goals and key deliverables; acts without being told what to do; brings new ideas to the company.
• Contributes individually to the team effort and plays an integral part in the success of a team culture.
• Drive, Grit, Tenacity, Optimism, Intelligence, Team Orientation, and an insatiable desire to earn, compete, and win.
• Required experience with SalesLoft or Outreach.

Nice-to-Haves

• BA/BS degree or relevant experience.
• Preferred experience with Salesforce, 6sense, ZoomInfo, LinkedIn Sales Navigator, Hubspot, and Vidyard.
• Strong passion for excellence and a high level of initiative.
• Excellent communication skills, both written and verbal.
• Professional business presence and acumen.
• Strong ability to multi-task with a results-oriented mindset.
• Bilingual or multilingual is a plus.