Sales Development Representative
Sales Development Representative responsible for prospecting inbound/outbound leads, qualifying opportunities, conducting discovery calls, and booking meetings/demos for Account Executives in the cybersecurity space. Requires proven prospecting skills, strong communication, and experience with sales tools like SalesLoft or Outreach.
About the job
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.
Skills
Salesforce, 6Sense, ZoomInfo, LinkedIn Sales Navigator, HubSpot, Vidyard, Salesloft, Outreach, CRM, Bant
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