The Role
Generate, prospect, qualify, and nurture B2B leads for IAM and cybersecurity solutions. Conduct outbound outreach through phone, email, and LinkedIn; manage CRM pipelines; schedule qualified appointments and demonstrations; research target markets; report on sales KPIs; and collaborate with sales and marketing teams. Build prospective customer relationships, communicate solution value, meet lead-generation targets, and develop knowledge of SailPoint, Okta, CyberArk, Proofpoint, and Silverfort.
Summary Generated by Built In
Inside Sales
Representative
Position:
Inside Sales Representative
Location: Hyderabad
Reports to: Inside Sales Team Lead
About ENH iSecure
ENH iSecure is a leading cybersecurity company in India, specializing exclusively in Identity and Access Management (IAM) solutions. As resellers and strategic professional services partners for industry-leading solutions like SailPoint, Okta, CyberArk, ProofPoint, and Silverfort, we provide enterprises with cutting-edge solutions to secure their digital identities. Our clients trust us to deliver expertise, innovation, and proactive protection in a constantly evolving security landscape.
Role Summary
The Inside Sales Representative at ENH iSecure will play a pivotal role in driving the growth of our client base by identifying, qualifying, and nurturing leads. This position requires a dynamic, goal-driven individual who can effectively communicate ENH iSecure’s value proposition to potential clients, focusing on building initial relationships that convert into long-term partnerships.
The ideal candidate will have experience in technology sales, an understanding of the cybersecurity domain (specifically IAM), and a proactive approach to managing leads and building a pipeline.
Key Responsibilities
1. Lead Generation and Qualification
• Identify potential customers and decision-makers in target markets, including but not limited to the technology, finance, healthcare, and government sectors.
• Conduct outbound prospecting activities (cold calling, emailing, social media outreach) to generate new leads for the sales pipeline.
• Use CRM and lead management tools to track, nurture, and qualify leads, ensuring timely follow-ups and data accuracy.
2. Sales Outreach and Communication
• Conduct initial outreach to new leads, effectively communicate ENH iSecure’s offerings, and understand customer needs to assess alignment.
• Engage with prospects through multiple channels (phone, email, LinkedIn) to nurture and move them through the sales funnel.
• Schedule appointments and demonstrations for the senior sales team, ensuring a seamless hand off of qualified leads.
3. Pipeline Management
• Maintain and update a strong, consistent sales pipeline, tracking all activities and opportunities in the CRM (e.g., Salesforce, HubSpot).
• Work with the sales team to establish priorities, ensure consistent follow-up, and optimize lead-to-close time.
• Provide regular pipeline and lead activity reports to the Inside Sales Team Lead.
4. Product Knowledge and Positioning
• Gain in-depth knowledge of ENH iSecure’s IAM solutions, including SailPoint, Okta, CyberArk, ProofPoint, and Silverfort, and understand how these solutions address customer needs.
• Tailor sales pitches to highlight the unique value propositions of ENH iSecure’s solutions, demonstrating how our offerings solve common IAM and cybersecurity challenges.
5. Market Research and Targeting
• Conduct research on target industries and accounts to better understand customer needs, industry trends, and competitive landscape.
• Utilize market data to identify new business opportunities and adjust outreach strategies as needed.
6. Collaboration with Sales and Marketing Teams
• Work closely with the marketing team to provide feedback on campaigns, content, and lead quality.
• Collaborate with the field sales team to refine the handover process and ensure lead quality aligns with strategic goals.
• Contribute to marketing initiatives, such as webinars or content campaigns, by helping to drive attendance or share campaign assets.
7. Customer Relationship Building
• Build and maintain relationships with prospective clients by providing timely follow-ups, sharing relevant content, and establishing ENH iSecure as a trusted advisor.
• Conduct regular check-ins with warm leads to keep them engaged, gauge interest, and nurture them through the sales funnel.
8. Metrics and Goals
• Meet or exceed monthly and quarterly lead generation and sales targets.
• Track and report on key performance indicators (KPIs) including call volume, appointment setting, lead conversion rate, and pipeline progression.
• Participate in regular sales training and development sessions to improve skills and knowledge.
Location: Hyderabad
Reports to: Inside Sales Team Lead
About ENH iSecure
ENH iSecure is a leading cybersecurity company in India, specializing exclusively in Identity and Access Management (IAM) solutions. As resellers and strategic professional services partners for industry-leading solutions like SailPoint, Okta, CyberArk, ProofPoint, and Silverfort, we provide enterprises with cutting-edge solutions to secure their digital identities. Our clients trust us to deliver expertise, innovation, and proactive protection in a constantly evolving security landscape.
Role Summary
The Inside Sales Representative at ENH iSecure will play a pivotal role in driving the growth of our client base by identifying, qualifying, and nurturing leads. This position requires a dynamic, goal-driven individual who can effectively communicate ENH iSecure’s value proposition to potential clients, focusing on building initial relationships that convert into long-term partnerships.
The ideal candidate will have experience in technology sales, an understanding of the cybersecurity domain (specifically IAM), and a proactive approach to managing leads and building a pipeline.
Key Responsibilities
1. Lead Generation and Qualification
• Identify potential customers and decision-makers in target markets, including but not limited to the technology, finance, healthcare, and government sectors.
• Conduct outbound prospecting activities (cold calling, emailing, social media outreach) to generate new leads for the sales pipeline.
• Use CRM and lead management tools to track, nurture, and qualify leads, ensuring timely follow-ups and data accuracy.
2. Sales Outreach and Communication
• Conduct initial outreach to new leads, effectively communicate ENH iSecure’s offerings, and understand customer needs to assess alignment.
• Engage with prospects through multiple channels (phone, email, LinkedIn) to nurture and move them through the sales funnel.
• Schedule appointments and demonstrations for the senior sales team, ensuring a seamless hand off of qualified leads.
3. Pipeline Management
• Maintain and update a strong, consistent sales pipeline, tracking all activities and opportunities in the CRM (e.g., Salesforce, HubSpot).
• Work with the sales team to establish priorities, ensure consistent follow-up, and optimize lead-to-close time.
• Provide regular pipeline and lead activity reports to the Inside Sales Team Lead.
4. Product Knowledge and Positioning
• Gain in-depth knowledge of ENH iSecure’s IAM solutions, including SailPoint, Okta, CyberArk, ProofPoint, and Silverfort, and understand how these solutions address customer needs.
• Tailor sales pitches to highlight the unique value propositions of ENH iSecure’s solutions, demonstrating how our offerings solve common IAM and cybersecurity challenges.
5. Market Research and Targeting
• Conduct research on target industries and accounts to better understand customer needs, industry trends, and competitive landscape.
• Utilize market data to identify new business opportunities and adjust outreach strategies as needed.
6. Collaboration with Sales and Marketing Teams
• Work closely with the marketing team to provide feedback on campaigns, content, and lead quality.
• Collaborate with the field sales team to refine the handover process and ensure lead quality aligns with strategic goals.
• Contribute to marketing initiatives, such as webinars or content campaigns, by helping to drive attendance or share campaign assets.
7. Customer Relationship Building
• Build and maintain relationships with prospective clients by providing timely follow-ups, sharing relevant content, and establishing ENH iSecure as a trusted advisor.
• Conduct regular check-ins with warm leads to keep them engaged, gauge interest, and nurture them through the sales funnel.
8. Metrics and Goals
• Meet or exceed monthly and quarterly lead generation and sales targets.
• Track and report on key performance indicators (KPIs) including call volume, appointment setting, lead conversion rate, and pipeline progression.
• Participate in regular sales training and development sessions to improve skills and knowledge.
Requirements
Required Skills and Qualifications
• Experience:
• Minimum 2+ years of experience in a similar inside sales role, ideally within
the technology or cybersecurity industry.
• Demonstrated experience in B2B lead generation, prospecting, and qualifying
leads for a high-performance sales team.
• Knowledge:
• Familiarity with Identity and Access Management (IAM) and/or cybersecurity
solutions are highly preferred.
• Understanding of CRM software (e.g., Salesforce, HubSpot) and sales
prospecting tools (e.g., LinkedIn Sales Navigator).
• Skills:
• Strong verbal and written communication skills, able to convey complex ideas
in a clear and compelling way.
• Excellent phone presence, with the ability to engage and build rapport with
prospective clients.
• Skilled in time management, able to prioritize and handle multiple tasks in a
fast-paced environment.
• Analytical mindset, capable of interpreting data, setting priorities, and
working toward strategic goals.
• Attributes:
• Highly self-motivated and results-oriented, with a proactive approach to
finding and creating sales opportunities.
• Customer-centric, with an emphasis on understanding client needs and building
long-term relationships.
• Team-oriented, able to work collaboratively with sales, marketing, and
product teams.
Preferred Qualifications
• Bachelor’s degree in Business, Marketing, or related field.
• Working knowledge of MS Office/Office 365
tools
• Familiarity with enterprise software sales cycles and an understanding of the IAM landscape in India.
• Familiarity with enterprise software sales cycles and an understanding of the IAM landscape in India.
Benefits
What ENH iSecure
Offers
• Career Development: We offer opportunities for professional growth, sales training, and industry certifications to support your career progression.
• Compensation: Competitive base salary plus a performance-based incentive structure.
• Culture: A collaborative and supportive environment where employees are encouraged to contribute ideas and drive change.
• Benefits: Health benefits, paid time off, and other perks to ensure a good work-life balance.
• Career Development: We offer opportunities for professional growth, sales training, and industry certifications to support your career progression.
• Compensation: Competitive base salary plus a performance-based incentive structure.
• Culture: A collaborative and supportive environment where employees are encouraged to contribute ideas and drive change.
• Benefits: Health benefits, paid time off, and other perks to ensure a good work-life balance.
Skills Required
- Minimum 2+ years of experience in a similar inside sales role, ideally in technology or cybersecurity
- Demonstrated experience in B2B lead generation, prospecting, and lead qualification
- Familiarity with Identity and Access Management or cybersecurity solutions
- Understanding of CRM software such as Salesforce or HubSpot
- Understanding of sales prospecting tools such as LinkedIn Sales Navigator
- Strong verbal and written communication skills
- Excellent phone presence and ability to build rapport with prospects
- Strong time management and prioritization skills
- Analytical mindset with ability to interpret data and set priorities
- Self-motivated, results-oriented, and proactive approach
- Customer-centric approach focused on understanding client needs and building relationships
- Ability to collaborate with sales, marketing, and product teams
- Bachelor's degree in Business, Marketing, or a related field
- Working knowledge of Microsoft Office or Office 365
- Familiarity with enterprise software sales cycles and the IAM landscape in India
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The Company
What We Do
ENH iSecure is a cybersecurity consulting and solution-deployment company established by information-security experts. It focuses on identity-based security and human identity risks, delivering solutions across BFSI, telecom, healthcare, utilities, and other sectors. Its expertise includes identity security, privileged identity management, access management, email and cloud security, endpoint privilege security, and GRC/SIEM services for enterprise clients, from risk assessment through implementation.
