The Role
Prospect and qualify new business for mid-market and enterprise accounts using sales and analytics tools. Conduct multi-channel outreach, build relationships with decision-makers, document activity in Salesforce, and create qualified meetings/opportunities to meet territory quotas. Collaborate with AEs, engineers, and customer success while continually learning sales methodologies and tools.
Summary Generated by Built In
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 Teams, reaching out to both Mid-Market and Fortune 1000 companies, and providing valued insights and stories that showcase Actian technology and unique value proposition. With Actian’s data 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 more senior sales roles in the future – including Senior SDR roles, Territory outside sales, and Enterprise Account Executive roles.
Sales Development Representative:
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 Working in a sales team environment, with SDR’s, Account Executives, Technical engineering, and Renewal/Customer success. The Business 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 (including Actian Avalanche -Customer 360) 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 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
This will be a hybrid position for SDR candidates located in the Austin Texas area.
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 ABM
- 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
- 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, SalesLoft/Outreach,
Required Skills:
- Active Listener
- Clear communication
- Resilience
- Coachable
- Self-Motivation
Skills Required
- 6+ months of sales or service experience
- Prior track record of Sales Development role success
- Confident communicator across phone, email, and social media with managers and executives
- Measurable track record of succeeding in a goal-oriented environment
- Strong written and verbal communication skills and experience with email cadence/template development
- Ability to use or learn sales prospecting tools (ZoomInfo, SalesLoft, Outreach)
- Experience with enterprise SaaS and analytics
- Prior sales training and experience with Salesforce.com
- Active listener
- Resilience
- Coachable
- Self-motivation
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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.
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