Enterprise Business Development Representatives are responsible for prospecting into targeted enterprise accounts and building pipeline by working closely with Account Executives to identify, develop, and nurture strategic relationships with key c-level executives through target account selling and territory management. In addition, the Enterprise Inside Sales Representative may drive and close incremental business, nurture opportunities and delight our current customers.
Specific responsibilities include:
Generate business opportunities to drive pipeline growth for net new business in target accounts
Work closely with Sales Management and individual Enterprise Account Executives to develop targeted contact lists, call strategies, and messaging to drive opportunities for new business
Follow-up and prioritize inbound leads to align with target account strategies. Your role is to assess the prospect's needs, explain BlueJeans solutions, qualify the prospect, and schedule qualified meetings for the Field sales organization to begin their sales process
Conduct high-level conversations with Senior Executives in target accounts, and successfully manage and overcome prospect objections
Manage nurture strategy for Target Accounts
Manage, track, and report on all sales activities and results using Salesforce.com and required sales tools
Uncover prospect’s business challenges and identify relevant new business opportunities
Learn and maintain in-depth knowledge of BlueJeans products, industry trends and competition. Provide closed-loop feedback to ensure continuous process optimization.
Utilize a consistent contact attempt process to follow-up, nurture, and qualify leads generated by marketing campaigns.
Develop and maintain territory and daily plans to maximize and leverage phone time, including pre-call planning, adhering to territory hours and metrics, and customizing scripts to market segments and prospect type.
Required Skills/ Experience:
1 - 3 years of experience in Sales Development, Lead Generation, Sales, and/or Marketing (SaaS experience a plus, but not required)
Proven track record of exceeding high-volume sales targets and experience succeeding in a goal-driven environment
High volume strategic prospecting experience
Proficient in Salesforce.com, LinkedIn, Yesware, and other sales tools
Highly motivated, driven and self-starting individual
Articulate with excellent written skills and good business acumen Successfully manage and overcome prospect objections
Ability to self-manage call structure and controls