Job Summary

This role handles generating, qualifying, and converting leads to opportunities within an assigned industry. This role is expected to work with marketing, clients, and our strategic partners (Microsoft, Sitecore, Databricks and Adobe) across North America to build a healthy sales pipeline.

Responsibilities

Lead Generation and Qualification Responsibilities

• Build a healthy pipeline and source sales opportunities by creating drip campaigns and emailing prospective clients.

• Review and qualify leads from marketing or partners for further development.

• Engage buyers through relevant channels such as digital content, social media, events, campaigns, queries, email, and webinars with a view to moving them through the buyer journey into qualified leads.

Sales Conversion Responsibilities

• Pursue and convert leads to opportunities to build $9 million in pipeline opportunities per fiscal year.

• Deliver industry insight, manage customer objections, and suitably position our sales plays to maximize sales.

Data Management and Analysis Responsibilities

• Research accounts and identify key contacts and sales opportunities.

• Follow and analyze industry trends to identify selling opportunities at prospective accounts.

• Develop prospect intelligence including company background research and other pertinent lead information.

• Enter, update, and maintain CRM information on leads, prospects, and opportunities.

• Maintain market knowledge including competitive products, pricing, and policies.

• Maintain data quality and confidentiality for all clients.

Collaboration Responsibilities

• Coordinate with associated industry and digital sales leader to align selling efforts.

• Establish and maintain a working relationship with our main partners, reach out to partners and co-sell on prospective accounts.

• Ensure follow-up by passing leads to appropriate team members with suitable calls to action.

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Skills and Experiences

Required Skills and Experiences

• 1-3 years of inside sales or business development experience.
• Excellent written and verbal communication skills.
• Comfortable thriving in a high-volume setting.
• Excellent at administrative tasks (follow-up emails, agendas, minutes, etc.)
• Ability to use a CRM system and update details on calls and next steps.
• Does not interrupt and is a good listener and note-taker.
• Enjoys researching companies, people, solutions, products, etc.
• Will need to complete 5 of the following technical certifications in 6 months:
  • Microsoft 365 fundamentals
  • Dynamics 365 CRM fundamentals
  • Azure fundamentals
  • Data fundamentals
  • Security Fundamentals
  • Dynamics 365 ERP fundamentals

Educational Background

• Bachelor’s degree required.

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