Reps should be comfortable cold calling and establishing strong business relationships with their internal constituents. The ideal candidate is a high-energy person who loves to talk to people, but yet at the same time is detailed oriented and is creative enough to identify decision makers and break through objections to establish relationships, gain interest and set up appointments on behalf of the field sales organization. Thorough documentation of calls, letters, e-mails and meetings scheduled etc. into our database is required. The ultimate responsibility of this position is to develop new Enterprise pipeline.
Position Responsibilities:
Essential Functions and Responsibilities:
Play a vital role for the Kaspersky Lab Sales team revenue goals by generating highly qualified leads with new prospects.
- Identify new sales leads, record conversations in CRM tool (Salesforce.com), gain interest and set up qualified sales meetings.
- Carry a quota and target responsibility that is based on a dedicated sales territory and prospect list.
- Conduct thorough lead/prospect qualification including the identification of projects, budgets, timelines, business benefits, technical fit and key decision makers.
- Execute various calling and web campaigns by leveraging lead sources derived by field sales, marketing programs, trade shows, seminars and research tools.
- Leverage the knowledge and contacts generated by territory field sales representatives, including client lists and other sources of leads.
- Research industry/company profiles to identify key contacts at prospective clients within assigned territories for targeted sales efforts.
- Ensure that respective territory has an accurate database, including existing client profiles, complete prospect and suspect contact information, project identification and descriptions with timelines, competitive products installed, etc.
- Responsible for all post customer event follow-up activities, including the importing of the customer list into the CRM and executing a multi-touch post event communication to all attendee’s
- Cold calling expertise in a business to business (B2B) direct lead generation environment.
- Solid experience in a telesales or inside sales environment with a proven track record of success.
- Minimum of 3 years experience using a CRM tool, preferably Salesforce.com.
- Must be IT-literate and have basic knowledge of enterprise architectures and current IT trends.
- Background in technology; knowledge of IT security is preferred.
- Proven ability to create strong working relationships with the field sales managers that this role supports.
- Strong verbal, phone sales, written communication and listening skills.
- Ability to establish internal and external communication networks.
- Must be comfortable and creative in tenaciously calling elusive IT and Business executives.
- Ability to overcome technical and business objectives of prospective customers.
- Self-starter, results-oriented and persuasive.
- Working knowledge of MS Office applications and Internet navigation.
- Two to Five Years Selling Experience, Bachelor’s Degree preferred
Inside Sales Development Representative (iSDR)
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