Generate new demand (e.g. individual leads and / or buying groups) for the sales organization to pursue.
Qualify demand (e.g. individual leads and / or buying groups) against established criteria before passing a lead to account directors / field sales as Sales Accepted Leads (SALs) or qualified demand units.
Discover, validate and reach out to additional personas typically involved in a buying decision to determine possible buying groups for delivery to field sales.
Comply with all demand management–related service-level agreements.
Provide accurate weekly forecasts to marketing and sales on the volume of qualified demand expected to reach the SAL stage or qualified demand stage.
Track and manage prospecting, qualification and nurture activities in the company’s sales force automation (SFA) system.
Reach and have meaningful, productive conversations with individuals representing the buyer personas targeted by the organization.
Dimensions of the Role
Organisational interlocks : Field Sales, Channel Sales, Pre-Sales, Field Marketing, Marketing Operations, Sales Operations, Product Marketing.
Success Metrics
Accepted & Converted Sales Accepted Leads (SALs), new opportunities & influenced opportunities.
* Three to five years of prospecting experience, depending on the complexity of the product / solution being sold, as well as the level of prospect being called (e.g. IT buyer vs. CXO).
* B2B experience.
* Familiarity with MAPs and CRM systems.
* Experience in an industry with a significant volume of customer / prospect interaction.
Additional Skills, Experience, Languages
* Active listening to assess prospect needs & opportunities.
* Ability to articulate a high-quality value proposition on every call.
* Ability to perform prospect & account research to prepare for calls.
* Ability to use existing and emerging social media tools to monitor targeted accounts and buying groups, and identify trigger events for follow-up.
* Discipline and energy to maintain high activity volumes (e.g. a minimum of 30 outbound calls and 25 additional outbound touches per day).
* A desire for a career in tech sales and ambition to progress.
* Speaking another language other than English would be brilliant, but not essential.
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