Channel Business Development Representative

Business Development Role

• Working in a sales team environment with Channel partner Managers, Account Executives, and technical engineering.  The BDR role is the ‘tip of the spear’ that makes the best first impression with all new prospective partners.
• Utilize cutting-edge front-line sales & prospecting tools to creatively plan and connect with prospective customers
• Prospect: Identify and prioritize accounts that are most likely to generate revenue based on your territory and teaming with local Channel partner managers.  You will have the most cutting-edge technology enabling prospect scoring/prioritization (example – digital web traffic, highly engaged prospects that require higher outreach)
• Outreach: Plan how to get in touch with accounts and conduct outreach in a modern sales methodology and capacity.  Utilize best first impression across multi-channel selling to differentiate Actian (phone, email, social media). 
• Engage: Build relationships and generate engagement/awareness with key decision makers, adapting messaging to the different stakeholders, making sure they understand the value we bring and get excited about Actian’s cutting edge technology 
• Sell: discover prospective customer pain points and be prepared to tell the Actian story & a few customer success stories to clearly differentiate why Actian is a game changer in multi-cloud data & analytics
• Qualify: Gather information needed to qualify the prospects and document the information into a winning sales plan in salesforce.com 
• Stay organized and synthesize and report learnings from your client interactions on a regular basis to sales management, account executives – and take ownership to convert small data points & interactions into a new sales opportunity

Key Objectives:

• Qualify accounts, including multiple prospects within one account/department, leading to new opportunity creation – manage and develop leads in your territory in a strategic manner
• Lead account and prospect research to build a world-class partner database for your territory in an organized manner utilizing advanced prospecting tools at your fingertips
• Contribute to and develop key messaging and content to drive repeatability against our Ideal Partner Profiles, Targeted Personas, and 1:1 Account ABM
• Consistently achieve qualified meetings
• Manage an organized territory plan, and maintain Salesforce.com with precision to represent your territory to sales management and roll-up clean reports for the entire sales extended team follow-up and management of identified opportunities
• Set and run discovery calls with your team 

What you'll need to be successful:

• 1+ years of sales or service experience. 
• You're a confident communicator, comfortable speaking with managers, executives, and prospects via phone, e-mail, and multi-channel (social media)
• A measurable track record of succeeding in a goal-oriented environment
• Experience with the mid-market/enterprise space
• You believe that customer success and satisfaction starts with sales and continues across the company – including creating a best first impression
• You're creative and a self-starter, with a desire to help people see a problem in a new light
• You take initiative when necessary, creating and executing plans for improvements and implementation
• Creativity and inquisitiveness about data, analytics, and new technology, combined with the desire to help enterprises solve problems in new ways
• A team player, self-motivated, outcome focused, with excellent communication and organizational skills. When you find problems, you look to identify solutions
• Strong written and verbal communication skills. Experience with email cadence/template development
• Experience in the world of enterprise SaaS and analytics is a definite plus
• Prior sales training and experience with Salesforce.com is preferred
• Ability to use modern sales prospecting tools, including: ZoomInfo, SalesLoft/Outreach, ABX tools, LinkedIn SalesNavigator