Exabeam provides security intelligence and management solutions to help organizations of any size protect their most valuable information. The Exabeam Security Intelligence Platform uniquely combines a data lake for unlimited data collection at a predictable price, machine learning for advanced analytics, and automated incident response into an integrated set of products. The result is the first modern security intelligence solution that delivers where legacy security information and event management (SIEM) vendors have failed.
The 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. This high impact role will help organizations use Exabeam’s Security Intelligence Platform (SIP) to proactively protect their business.
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 Salesforce 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
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.
Must be a self-starter and proficient at working independently
2+ years of lead/sales/business development experience with enterprise software (Security a plus)
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 "hunter" and "closer" for enterprise software
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.