Senior Business Development Representative - Chicago, IL or New York, NY, USA

The individual in this role will identify, develop and generate new business leads for the North American region and act in support of field account executives. The senior business development representative will join a team of existing business development associates and be required to contact influential marketing and technology executives to drive demand for Episerver products and solutions in a variety of ways, including further qualifying leads that have been generated by marketing (scored using Marketo); leads generated by Episerver partners in conjunction with marketing; managing and qualifying inbound lead activity; engaging in targeted calling programs; ABM-based cold calling; and appointment setting.

Business Development:

  •  Evangelize Episerver messaging, differentiators and value drivers with leads
  • Serve as internal business development executive for pre-defined territories
  • Generate market interest and drive sales activity by timely follow up on demand generation campaigns and marketing activities
  • Develop leads to progress through to the sales qualified opportunity (SQL) stage
  • Work closely with Account Executives on quarterly territory plans
  • Manage CRM reporting and activities on a daily basis
  • Ensure integrity of database

 

Skills and Abilities:

  • Existing comparable experience within B2B software business development
  • Organizational skills for proper territory planning/management
  • Excellent verbal, written and telephone skills supported by strong interpersonal skills and ability to work within a fast moving team structure
  • Ability and aptitude to learn and retain product information as it pertains to the position
  • Active listening to assess prospect needs and opportunities
  • Ability to articulate a reasonable premise for each and every call
  • Ability to interpret data from marketing automation and CRM to personalize outbound communications
  • Able to use existing and emerging social media and other tools to monitor targeted accounts and prospects, and identify trigger events for follow-up
  • Discipline to maintain high call volumes (minimum 50 outbound calls per day)
  • Ability to gain a contacts interest and to keep them on a call in order to achieve BANT

 

Behavior:

  • Comfortable with ambiguity; highly adaptable to new circumstances
  • Natural curiosity to interface with others and ask questions
  • Not easily intimidated by lack of knowledge or the seniority of the prospect being called
  • Able to exhibit empathy for other's problems and challenges
  • Self-starter who takes initiative to achieve goals
  • Team player who is coachable and has an eagerness to learn
  • Ready to help others achieve higher goals
  • Competitive and motivated 


 

Technology Supporting the Role:

  • Microsoft Dynamics CRM 365
  • Marketo Marketing Automation
  • Market/Account Intelligence Tools
  • Social Media Tools (e.g. LinkedIn)

 

Success Metrics Overview: 

  • Turnaround of high scoring marketing qualified leads (MQL) to service level agreement (SLA)
  • BANT completion of pre-qualified (SAL) leads that convert to qualified opportunities (SQL)
  • Total leads passed and accepted
  • Nurturing of leads
  • Number of appointments set/percentage of appointments deemed worthwhile by Sales
  • Opportunity and revenue value generated from lead(s) passed
  • Activity levels met and exceeded (calls, emails sent)
  • Forecast accuracy and over-achievement  

 

Education and Experience:

  • Required – Minimum two years business development or inside sales experience
  • Required – B2B experience in a similar type of market (software, SaaS)
  • Desired – Familiarity with Microsoft Dynamics CRM
  • Desired – University Degree or equivalent business/sales experience
  • Desired – Demonstrable record of achievement in prior related position
  • Desired – Prior selling to marketing, digital or technology executives
  • Desired - Experience with Sales Methodologies and processes

 

Reports To:

  • Director of Marketing

 

Working Hours: 

  • Generally, 9:00am to 6:00pm ET, but must be flexible, and have ability to work hours as dictated by assigned regional geography, which may vary

Please send Resumes to: USCareers@Episerver.com

Req#: MKT-17-112