Business Development Representative

Business Development Representative – Existing Account Focused

Location:         Sydney, Australia (Hybrid)

Type:               Full Time

Department:    Marketing

Reports to:      Business Development Manager

Job Description

The Business Development Representative (BDR) is the bridge between our customers and the sales team. The BDR’s primary responsibility is to arrange meetings between the Sales team and the customer with the purpose of finding potential opportunities for business. The BDR will be given a set of Enterprise level current customers with the purpose of identifying cross-sell and up-sell and migration meetings, he/she will work with the Sales team to determine a message to take into those accounts, then take this message to the relevant persona’s, setting up meetings for the Sales team to further explore.

This person will ensure that all necessary information is recorded in the CRM system, so that the sales teams can follow-up as efficiently as possible, and so that the marketing team can continue to engage the customer in communications that are relevant to them. The BDR will need to understand the marketing campaigns and activities to use them as a tool for building relationships and guiding the customer along the buying journey. The BDR must also be able to assess sales readiness of customers based on a variety of datapoints.

A successful BDR will:

• Have experience mapping customers to identify customer goals, financials, and key personas.
• Be capable of creating emails to introduce themselves to the customer and then add value through each engagement to cultivate a successful relationship
• Be experienced and confident making outbound calls
• Understand the value of social media and be capable of using the right platform as a tool for business
• Have experience with a large portfolio of products and have the intelligence to understand the IT challenges each solution solves
• Successfully refer customers to the correct sales representative
• Monitor the customer hand-over to meetings are attended and that the outcome is recorded in the CRM system
• Be able to uncover new opportunities for sales by analyzing first party and third-party data
• Comfortable working in a team environment

Required Skills and Experience:

• This is a role for someone who is interested in growing their career in a marketing or sales profession, and is hungry for hands on experience in a fast-paced environment
• You might love this job if you enjoy interacting with people using technology, are fascinated by analyzing behavioral patterns, are detail-oriented, organized, and customer-focused
• Experience with Drift, Salesforce.com, 6Sense, Sales Navigator, Zoominfo and Outreach are a plus, but not required

What Makes Marketing at Ivanti Special? 

• We Are Curious: We constantly seek to extend our knowledge—of our market, our solutions, our customers and ourselves. 
• We Are Collaborative: We value the ability to work well with others—having an intellectual curiosity, bringing out the best in others, and coming together to do good work with respect and integrity.
• We Take Initiative: We value taking responsibility. Leading by example and motivating others through action is important for team growth.
• We Are Brave: We value taking informed, calculated risks in order to make progress, even if it doesn't always work out.
• We Are Adaptable: We value the ability to navigate ambiguity and situations where the path isn't always clear. Sometimes the path needs creating, and a flexible, resourceful mindset is key.