Business Development Rep

Description

Virtuozzo is looking for a skilled business development representative (BDR) who will be responsible for identifying and developing new opportunities for our sales teams in the field of hosting, virtualization and cloud. The BDR will generate demand primarily via outbound prospecting into assigned accounts and territories. In addition, the BDR will use a spectrum of tactics including telephone, email, social media and chat. The BDR may also further qualify demand by using targeted prospects from a database or leads generated by marketing automation (MAP) platform based on the score assigned to the prospect. The goal of the BDR is to nurture the lead and set up a qualified appointment that ultimately convert to deals.

ROLES/ RESPONSIBILITIES

• Handle incoming leads from all the channels including chats, phone calls, and emails to qualify the customers using specific criteria (BANT).
• Demonstrate a customer centric behavior by understanding the requirement of the prospect or lead and utilize all available resources to propose the best solution.
• Generate new demand (e.g., individual leads) for the Virtuozzo sales organization that are created through marketing driven activities, campaigns, trade shows etc
• Qualify demand (e.g., individual leads) against established criteria (BANT) before passing a lead to inside Sales representative, field representative or partners as qualified leads.
• Nurture predetermined groups of prospects from a database, field, or sales by using multiple touch tactics (e.g., telephone, email, social)
• Provide accurate forecasts on agreed frequency to marketing and sales on the volume of qualified demand expected to reach the qualified stage.
• Track and manage prospecting, qualification, and nurture activities in the company’s Sales automation system by keeping records current. Make contact actualization and discovery.
• Conduct meaningful, productive conversations with individuals representing the buyer personas targeted by the organization.

TECHNOLOGIES SUPPORTING THE ROLE

• Marketing automation platform
• Social media tools
• Sales Force automation systems

Requirements

Ability to work under pressure

One 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)

Active listening to assess prospect needs and opportunities

Ability to articulate a reasonable value proposition on every call

Ability to perform prospect and 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 50 outbound calls and 25 additional outbound touches per day)

B2B experience selling a similar type of offering into a similar type of market

Familiarity with Marketing automation platform and Sales Force automation systems

Salesforce.com advanced knowledge and experience

Ability to work with data-driven sales analytics

Multi-tasking ability and the ability to set and reset priorities.

Excellent communication and presentation skills (verbal and written)

Customer first attitude

Bachelor/ master’s degree in business, computer science, communications or equivalent job experience or equivalent combination of education & experience

a few years experience in a similar role in a software industry

Strong knowledge of internet technologies and web hosting products/services

Experience in virtualization (VMware, Xen, Hyper V, KVM or Virtuozzo products) is a