Sr. Business Development Representative

Profile & Description

The Business Development Representative (BDR) role is focused on generating, attracting and qualifying Dewpoint sales leads. This includes the initial sales lead capture and assessment, but primarily focuses on proactive demand creation and sales lead generation. The goal of the BDR is to fill the Dewpoint sales pipeline with qualified sales leads to enable Dewpoint Account Executives to then engage, pursue and close sales opportunities.

The work of BDR falls into two main areas—reacting to incoming sales leads, whether via phone, web or email inquiry, etc., to signal Dewpoint response and if necessary, gather additional clarifying information from the client, while qualifying and rating the quality of the lead. In most cases, this will result in putting a new entry in Dewpoint’s sales tracking system and handing-off to an Account Executive to follow-up.

The second and more prevalent work the BDR performs is working with Dewpoint Marketing, Account Executives and Sales leadership to define, plan and drive proactive sales campaigns, including coordination and use of social media and digital marketing techniques, usually in conjunction with one or more Dewpoint product partners, to target accounts in sales territories.

The goal of both of these areas is the same—filling the Dewpoint sales pipeline with qualified sales leads to pursue.

Typical BDR Activities and Responsibilities:

The role requires significant interaction with Dewpoint partners, Account Executives and potential clients, which will be face-to-face or over the telephone. The varied tasks carried out by a BDR include:

• Identifies and tracks client industry business trends and corresponding IT trends and implications impacting Dewpoint from a marketing and sales perspective
• Researches and recommends long-term target accounts utilizing understanding of trends, gathering client intelligence and considering Dewpoint strategic direction
• Drives proactive sales campaigns and events working directly with Dewpoint partners, Marketing and Account Executives, which includes sales campaign and event planning, campaign collateral development, tracking, execution and follow-up
• Works with Dewpoint Marketing and Digital Marketing partners to develop and execute target marketing and social media awareness and campaigns
• Acts as single point of contact internally for incoming sales lead capture and management, engaging appropriate Account Executive to help qualify sales leads
• Engages directly with target accounts, including client-facing work, to build relationships, position Dewpoint, identify and help qualify early-stage sales opportunities
• Coordinates business development plans and objectives with Dewpoint Marketing & Communications to help support and execute business development plans
• Maintaining an understanding of Dewpoint offerings and value propositions, applying this knowledge in discussions with partners and potential clients.
• Research and identify conferences, IT events, industry events and organizations in Dewpoint sales territories, which might contribute and result in sales leads
• Capture and post Dewpoint’s sales and business development related activities to social media outlets such as LinkedIn and Facebook—and monitor such sources for potential sales opportunities.
• Cold-calling in order to create interest and stimulate demand for Dewpoint solutions, generating new sales opportunities and arranging/conducting sales meetings;
• Assisting with the marketing and promoting the Dewpoint portfolio of products and services
• Maintaining awareness and keeping abreast of constantly changing market trends and associated Dewpoint technology and services solution offerings;
• Utilizing Sales and Prospecting tools such as SalesForce and Hubspot to track and manage sales leads, sales territory prospecting, etc.
• Participate in IT councils, user groups, and other professional groups.
• Contributing to team or progress meetings to update and inform colleagues.

Education and/or Experience Requirements:

Required:

• Bachelor’s Degree OR 5 years of experience in marketing or sales closely related to information technology such as engineering, computer science, or information systems.

Preferred:

• Experience using Salesforce
• Experience using HubSpot

Measured By:

• Quality execution of essential duties and responsibilities
• Feedback from others including staff, clients, members and vendors

Minimum Physical Expectations:

• Physical activity that often requires keyboarding, sitting, phone work, and filing
• Physical activity that often requires extensive time working on a computer
• Physical activity may require lifting under 25 lbs
• Physical activity that sometimes requires travel – car, train, and/or air
• Physical activity that sometimes requires bending, stooping, reaching, climbing, kneeling, and/or twisting
• Specific vision abilities required include close vision, depth perception, and the ability to adjust and focus
• Must hear and speak well enough to conduct business over the telephone or face to face (in English) for long periods of time

Minimum Environmental Expectations:

• This position will require working indoors. Typical workweek is eight (8) hour workdays, five (5) days per week with some weekend work, as well as longer hours as needed. This position deals with some aggressive personalities and could be stressful.
• A minimum of 3 years of professional sales or marketing experience related to IT services or similar
• A minimum of 3 years in a sales-related technical role focused on infrastructure services and/or applications solutions
• Excellent communication skills (both written and verbal)
• Experience with Social Media including Facebook and LinkedIn
• Disciplined and organized work practices, proactive work approach, strong written and verbal communication skills, project management experience a plus
• Ability to network with industry professionals