Description:
A Sales Development Representative (SDR) identifies and qualifies new sales opportunities through using a blend of inbound and outbound prospecting sales tactics. This is to support our effort in creating cross-functional alignment with Sales to build a consistent, predictable, and scalable pipeline for revenue growth across SMB and Enterprise organisations.
What You Can Bring To Genesys
The role is dedicated to nurturing leads and accounts to deliver new business opportunities for Sales there are three core elements of the SDR role:
- Prospecting, identifies, qualifies and cultivates sales opportunities through a blend of outbound and inbound techniques: email, research on companies as a component of lead generation and qualification activities utilising the web, LinkedIn, ZoomInfo and other research tools available
- Gather key information to update the CRM system and assign a nurture path and follow-up strategy
- Work closely with Sales Account Executives to focus on targeted customers and qualify an opportunity to a high level using BANT/SPIN criteria
What You’ll Do: The primary responsibilities for this role include (but are not limited to).
- Transform Marketing Qualified Leads to Sales Opportunities, by cultivating and educating prospective buyers; not selling them
- Hunt new business opportunities, leveraging account intelligence and omnichannel sales methodologies
- Work closely with the Account Executives to develop an account plan to approach target customers via outbound techniques to get higher and wider into prospect accounts by having the ability to articulate value and uncover needs at each level of an organization.
- Schedule product demonstrations, intro meetings with potential buyers between account executives and potential customers
- Positions Genesys as a global provider of software and services for communications, collaboration and customer engagement.
- Responsible for achieving aggressive quarterly targets and SLAs
- Maintaining and expanding your database of prospects
- Ad-hoc duties as directed by Management
The SDR has a strong skill set that uses lead and account management processes to:
- Update SFDC to reflect the current lead status
- Prospect through cadence logic on lead management platforms like Salesloft
- Take live chats and phone calls & follow-up via phone & email on leads from web, events, email campaigns, and other lead sources.; always ask for referrals
- Creates opportunities in CRM system & assign to appropriate sales team based on BANT /SPIN criteria
- Assigns and use Lead Nurturing processes on ICP accounts not yet ready to buy
- Searches internal & external subscription databases, LinkedIn, etc. for additional key contacts within existing companies
You’ve been there and done this…
- Outbound prospecting/inside sales experience preferably within IT / Cloud solutions
- Experience working with Salesforce.com or other CRM platforms
- Excellent communication, interpersonal, organizational and telephone skills
- Ability to effectively manage time, prioritise tasks and work within deadlines with little supervision
- Ability to analyse business opportunities and read situations well
- Ability to gather and use data to inform decision making and persuade others
- Ability to develop compelling strategies that deliver results with strong attention to detail