Business Development Representative

HireVergence
Published
November 16, 2018
Location
Tampa, FL
Category
Sales  
Job Type

Description

The individual in this role will identify, develop, and generate new business leads for the North American region and act in support of sales account executives. The business development representative will be required to contact influential business and technology executives, including further qualifying leads that have been generated by Marketing (scored using Sitecore); inbound leads generated by account-based digital marketing campaigns; and engaging in targeted calling programs, ABM-based cold calling, and appointment setting.

Business Development:

  • Evangelize messaging, differentiators, and value drivers with leads
  • Serve as internal business development expert for pre-defined verticals
  • Generate market interest and drive sales activity by timely follow up on demand generation campaigns and marketing activities
  • Develop leads to progress through to the sales qualified lead (SQL) opportunity stage
  • Work closely with Account Executives on vertical & territory plans
  • Manage Salesforce reporting and activities on a daily basis
  • Nurture campaigns during the sales development process
  • Skills and Abilities:
  • Existing comparable experience within B2B software business development
  • Excellent verbal, written, and phone skills supported by strong interpersonal skills and ability to work within a fast moving team structure
  • Ability and aptitude to learn and retain product information
  • Active listening to assess prospect needs and opportunities
  • Ability to articulate a reasonable premise for every call
  • Ability to interpret data from marketing automation and CRM to personalize outbound communications
  • Discipline to maintain high call volumes (minimum 50 outbound calls per day)
  • Ability to gain a contact’s interest and to keep them on a call in order to achieve BANT

Behavior:

  • Comfortable with ambiguity; highly adaptable to new circumstances
  • Natural curiosity to interface with others and ask questions
  • Not easily intimidated by the seniority of the prospect being called
  • Able to exhibit empathy for other’s problems and challenges
  • Self-starter who takes initiative to achieve goals
  • Team player who is coachable and has an eagerness to learn
  • Ready to help others achieve higher goals
  • Competitive and motivated

Success Metrics Overview:

  • Turnaround of high scoring marketing qualified leads (MQL)
  • BANT completion of pre-qualified (SAL) leads that convert to qualified opportunities (SQL)
  • Total leads passed and accepted
  • Nurturing of leads
  • Number of appointments set/percentage of appointments deemed worthwhile by Sales
  • Opportunity and revenue value generated from lead(s) passed
  • Activity levels met and exceeded (calls, emails sent)
  • Forecast accuracy and over-achievement

 

Essential Requirements:

  • Required – Minimum two years business development or inside sales experience
  • Required – B2B experience in a similar type of market (software, SaaS)
  • Desired – Familiarity with Salesforce
  • Desired – University degree or equivalent business/sales experience
  • Desired –
  • Desired - Experience with sales methodologies and processes

Location:

  • Tampa, FL
  • Minimal occasional need to travel as required

 

Apply
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