Sales Development Representative

Description:

What you will be doing

• Responsible for building and maintaining a healthy top-of-funnel pipeline, ensuring a steady flow of qualified opportunities for the Sales Directors they support.
• Engage contacts in key accounts by using phone, email, and social media outreach to identify need, establish interest, qualify the opportunity, and implement appropriate next steps (e.g., schedule a meeting with the strategic account executive).
• Validates existing early-stage pipeline opportunities to further engage other members of the buying group in an outbound effort to further validate and qualify.
• Leverage inbound inquiries and first- and third-party data sources to identify active accounts and determine/execute subsequent actions.
• Monitor account signals, including news, leadership changes, new partnerships, and others for ongoing outreach personalization and engagement strategy changes.
• Conduct online research for selected accounts, understanding organizational structure, leadership changes, and key imperatives and needs, and using insights to develop messaging and content for outbound communications.
• Identify new key contacts (including contact information) from target buying centers not in the salesforce automation (SFA) system, marketing automation platform (MAP), or customer data platform.
• Connect and assign buying group contacts (and their roles in the buying process) to solution-specific opportunities.
• Track and manage activities in the organization’s relevant business systems (e.g., SFA system, MAP).
• Participate in account planning and quarterly business reviews for key insights that inform prospect engagement planning.
• Partners with cross-functional teams to develop targeted message and sales plays
  Operate as a trusted advisor to potential customers; develop and maintain strategic working relationships
• Mentor, coach, train, and provide feedback to other team members; may provide feedback to leadership on technical abilities of team
• Comply with all corporate and departmental privacy and data security policies and practices, including but not limited to, Hyland’s Information Systems Security Policy

What will make you successful

• Bachelor's degree or equivalent experience
• Experience as a Sales Development Representative
• Experience in a business-to-business sales and marketing environment
• Relevant industry experience
• Ability to perform prospect and account research
• Strong verbal and written communication skills
• Active listening to assess prospect needs and opportunities
• Ability to articulate a reasonable value proposition on every call
• Ability to use existing and emerging social media tools to monitor targeted accounts and buying groups and identify trigger events for follow-up
• Able to thrive in a fast paced, deadline driven environment
• Demonstrated ability to establish rapport and gain the trust of others
• Core marketing and sales technologies (e.g., SFA system, MAP)
• Emerging marketing and sales tools (e.g., predictive analytics, intent monitoring)
• Social medias and social selling best practices
• Telephone and virtual selling techniques
• Strong business acumen
• Self-motivated, with high energy and an engaging level of enthusiasm
• Strong at investigating situations or issues to get relevant information; adept at asking probing questions to successfully obtain quality information
• Sharp, fast learner with a curiosity for technology as well as aptitude
• Desire to continue to learn, whether to advance a career in inside sales or transition to field sales
• Up to 20% travel time required