The Role
As a Sales Development Representative, you will qualify leads, engage with prospects, and support sales efforts by strategizing outreach and utilizing sales tools to generate new business opportunities.
Summary Generated by Built In
Actian is reaching new heights under the seasoned leadership and innovative process of some of the industry’s brightest minds. Led by board members from HCL Technologies and Sumeru Equity Partners, Actian has developed ground-breaking hybrid data solutions to enable digital transformation with global scale and reach. With over 500 employees and in excess of $200M in annual revenue, Actian has a well-rounded portfolio of products and solutions spanning data management, integration, and analytics, activating the value of hybrid data for enterprises in financial services, retail, telecommunications, media, healthcare, and manufacturing. As a result of a string of recent acquisitions, we are diversifying our strategy and are looking for driven, successful SDRs to join our Business Intelligence unit.
Who We Are Looking For
We are looking for the future’s top salespeople so if you have a passion for sales, an eagerness to learn and grow, and love to run at a fast pace, this is the role for you.
As a Sales Development Representative (SDR), you will be strategizing with your Sales Development Representatives, reaching out to Enterprise companies, and providing valued insights and stories that showcase Actian technology and unique value proposition. With Actian’s data intelligence technology fueling your day-to-day analytics to support your selling + our investments in innovative sales automation tools at your fingertips, you will be responsible for prospecting new business, continually learning new skills that will prepare you for the fast track into full sales cycle roles in the future.
Sales Development Representative:
Qualify: In this role you will primarily be the first point of contact for customers wishing to make use of Actian’s AI-powered data visualisation tool, which enables end users and Business Analysts to transform raw data into interactive, actionable insights via dashboards and reports through an easy-to-use interface.
In this role, you will gather information needed to qualify the prospects and document the information into a winning sales plan in salesforce.com. These will consist of reaching out to new contacts in existing customer accounts who are using other Actian solutions, as well as by reaching out to users of our free BI tools and upgrading them to more powerful paid-for editions. Success in this role could result in career growth as a full sales cycle seller and/or transition to other sales roles in other Actian units.
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 working in a sales team environment, with SDRs, Account Executives, Technical Engineering, and Customer Success.
The Sales Development Representative is the ‘tip of the spear’ that makes the best first impression with all new prospective customers – you get the meeting & create the best first impression.
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 in your territory and teaming with local sales management, account executives, and Actian’s ideal customer profile. 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). Call into strategic accounts with a defined requirement that you have identified via our demand analytics tools, and/or through your 1:1 research of the account needs via tools provided
- 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: discovery prospective customer pain points and be prepared to tell the Actian story & a few customers success stories to clearly differentiate why Actian is a game changer in multi-cloud data & analytics
Key objectives:
- Qualify accounts, including multiple prospects within one account/department leading to new sales opportunity creation – manage and develop leads in your territory in a strategic manner
- Lead account and prospect research to build a world-class customer 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 Customer Profile, Targeted Personas, and 1:1 Account ABX campaigns
- Consistently achieve qualified meeting/opportunity creation quota and productivity goals for your territory
- 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
What you'll need to be successful:
- 6 mo + of sales or service experience. Prior track record of Sales Development role success is preferable
- You're a confident communicator, comfortable speaking with managers, executives, and customers via phone, e-mail, and multi-channel (social media)
- A measurable track record of succeeding in a goal-oriented environment
- A self-starter, make it happen attitude where you will use your creativity to move the needle, rather than focus on doing tasks in sequential order
- You're creative and a self-starter, with a desire to help people see a problem in a new light
- You act independently when necessary, creating and executing plans for improvements and implementation
- Creativity, persistence, 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, results driven, 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 a plus
- Ability to use or learn to use modern sales prospecting tools, including: ZoomInfo, Cognism, Outreach, Demand Base, Gong and LinkedIn SalesNavigator.
What We Offer:
- The chance to be part of an innovative, fast-growing company making a significant impact in the data management space.
- Collaboration with a passionate and diverse team.
- Competitive salary and benefits package.
- Flexible work arrangements (remote or hybrid).
- Opportunities for professional growth and development.
Why Join Us?At Actian, we are passionate about innovation and teamwork. This role is perfect for someone who thrives in a dynamic environment, loves creating an efficient and welcoming workspace, and enjoys working closely with a talented team.
Interested?We’d love to hear from you! Let’s discuss how you can contribute to our success while growing your career with us.
We value diversity at our company. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which the candidate is applying.
Skills Required
- 6 months of sales or service experience
- Prior track record of Sales Development role success
- Experience with email cadence/template development
- Experience in enterprise SaaS and analytics
- Prior sales training and experience with Salesforce.com
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The Company
What We Do
Actian enables some of the most data-Intensive enterprises on earth to run their most mission-critical analytics and data management workloads. Thousands of forward-thinking organizations around the globe like Bloomberg, Intuit, Lufthansa, and Citibank trust Actian to help them solve the toughest data challenges and transform how they run their businesses... with data. Actian is majority owned by HCL Technologies (HCL), a next-generation global technology company that helps enterprises reimagine their businesses for the digital age. HCL serves leading enterprises across key industries, including 250 of the Fortune 500 and 650 of the Global 2000.
