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TITLE

 

Sales Development Representative - EMEA

COMPANY

 

Exabeam

LOCATION

 

London, GB

Description

Exabeam delivers next-generation security management technology that enables organizations to protect their most valuable information. The Exabeam Security Management Platform combines unlimited log data collection, advanced behavioral analytics, and automated incident response, all supported by Exabeam’s patented Smart Timelines technology that uses machine learning to track identity and behavior over time. The company’s recent industry accolades include Forbes Cloud 100, Inc. 500, and SC Awards Europe, among many other distinctions.    

This remote Sales Development Representative will provide a high-level of impact to drive lead generation, navigate enterprise organizations, and identify and create new qualified sales opportunities.

Responsibilities:

        Team up with field sales representatives and the marketing team to identify and qualify prospects
        Conduct 30+ outbound calls per day in order to prospect, educate, qualify, and develop target accounts
        Drive a lead generation plan, meet or exceed monthly and annual targets and increase revenue within your territory
        Research accounts, identify key players, generate interest and develop accounts
        Become a trusted resource and develop superior relationships with prospects
        Successfully manage and overcome prospect objections
        Update lead scoring and prospect interaction in Saleforce to ensure efficient lead management and record-keeping
        Provide appropriate feedback to ensure continuous process optimization
        Identify innovative outbound campaigns and programs and partner with Marketing and Sales to create and drive initiatives

Deliverables:

        30 days: Comfortably and effectively deliver Exabeam’s value proposition. Be able to effectively prospect.
        Go through territory analysis and account planning with RSDs and have regular cadence with them established.
        60 days: In addition to 50% quota ramp-up, you should have all target accounts touched.
        90 days: 100% quota. Be able to coach, onboard, and train a new hire.

Requirements:

        Must be a self-starter and proficient at working independently
        Proficiency in English and Italian/French is required
        Outreach experience is preferred
        2+ years of lead/sales/business development experience with enterprise software
        Strong technical aptitude and ability to align solutions with overall business strategy for customers in a range of roles from technical champions to C-level business buyers
        Results-driven
        Strong ability to analyze needs, qualify opportunity, handle objections and position
        Excellent time and territory management
        Energetic, upbeat, tenacious team player with excellent verbal and written communication skills
        Sales training and Salesforce.com experience a plus
        Bachelor's degree or relevant experience.

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