The Business Development Representative (BDR) role is best described as requiring a Sales hunter mentality and is primarily responsible for generating new opportunities within current Accounts and new leads for our Account Executives across key offerings within a specific geography or vertical market. Additionally, the BDR is responsible for assisting in driving attendance to local events and webinars.
- Support Account Executives in territory by assisting in generating new customer relationships and assist in expanding existing customer relationships through the sale of key offerings within a specific geography or vertical market.
- Participate in business development/demand generation activities to support customer growth.
- Follow core selling models and tools, consistently use techniques and processes learned in our Force Management training and follow the MEDDICC methodologies for field sales.
- Research accounts/prospects to gain an understanding of the business/organization function, their target customers/markets, how they transact business, key decision makers, existing VAR relationships, key financial metrics, and the information technology budget.
- Always represent our client in a professional and highly ethical manner.
- Develop relationships with focus manufacturer representatives covering the assigned territory or vertical.
- Develop relationships with multiple decision makers within accounts, especially at the C level Suites.
- Gain an understanding of the information technology strategy of assigned accounts, key projects for the current and upcoming years.
- Consistently and effectively, communicate our client's value proposition to key stakeholders within assigned accounts.
- Understand and stay current with partner registration programs and incentives.
- Utilize the company's CRM tool and prospecting tools as directed by sales management.
- Maintain consistent contact with all assigned accounts, including cold calling within the assigned territory or market to identify new customers and projects.
- Attend and facilitate marketing events that are relevant to the sales team.
- Attend company-facilitated trainings and business meetings.
Qualifications
- Bachelor's degree or equivalent and relevant work experience is required.
- 1+ years of solution-based selling - products and / or services.
- 1+ years proven success in selling technology or related projects in a territory-based assignment.
- Outside sales experience with direct end-user accounts.
- Understanding of key technology solutions.
- Working knowledge and/or the ability to quickly assimilate and reliably use core selling models and tools, specifically SalesForce platforms, MEDDICC selling methodology, and fundamental skills learned in our Force Management sales process training.
- Demonstratable experience in a support role or a “Sales Hunter” role where attaining quota or growth targets is highly dependent on gaining new business.
- Demonstrated resiliency and personal drive to succeed.
- Solid communication skills, reasoning ability and people skills.
- Superb listening skills.
- Excellent oral and written communications skills, ability to present effectively.
- Excellent interpersonal and collaboration skills and ability to work in a team environment.
- Excellent negotiation and conflict resolution skills.
- Understanding and use of solution selling approach.
- Demonstrated comfort with adopting emerging AI tools and technologies to optimize processes, improve collaboration, and drive operational effectiveness.
