Sales Development Representative
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Job Description
Sales Development Representative generating qualified pipeline for OPSWAT, a critical-infrastructure cybersecurity platform. Engaging prospects, qualifying leads, and booking demonstrations for Account Executives.
Responsibilities:
- Book meetings for sales partners through inbound marketing leads, focused vertical leads, self-generated net-new leads, and targeted outbound initiatives
- Engage prospective clients, create excitement, articulate product value, and schedule product demonstrations for Account Executives
- Build a strong pipeline of qualified opportunities and contribute to revenue growth
- Manage, qualify, and prospect inbound and outbound marketing leads through targeted initiatives
- Conduct discovery conversations, identify use cases and solutions, and position applicable OPSWAT products
- Educate and develop prospects through handoff to sales
- Document conversations and qualifications clearly
- Cold call prospects from various sources
- Identify key players and strategic accounts, research business requirements (BANT), and present solutions to begin the sales cycle
- Set appointments for the OPSWAT sales team when leads qualify
- Nurture marketing leads until they are ready to speak with a field sales representative
- Drive webinar attendance and set conference meetings
- Maintain accurate activity and lead qualification information in the CRM
- Collaborate with sales and marketing team members on strategic sales approaches
- Continue learning 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
- Ability to uncover customer pain points and business needs and correlate business solutions and value
- Strong professional written, verbal, and presentation communication skills
- Ability to manage numerous requests and time demands concurrently while achieving production goals from an assigned territory or set of accounts
- Strong sense of urgency for reaching goals and key deliverables
- Self-directed and able to bring new ideas to the company
- Ability to contribute individually and as part of a team
- Drive, grit, tenacity, optimism, intelligence, team orientation, and desire to earn, compete, and win
- BA/BS degree or relevant experience is listed as nice to have, not required
- Required experience with SalesLoft or Outreach
- Preferred experience with Salesforce, 6sense, ZoomInfo, LinkedIn Sales Navigator, HubSpot, and Vidyard
- Strong passion for excellence and high initiative
- Professional business presence and acumen
- Strong ability to multitask with a results-oriented mindset
Benefits:
- Equal employment opportunities without discrimination or harassment
- Diversity-committed work environment
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