Business Development Representative - Iberia

Generate new demand (e.g., individual leads and / or buying groups) for the sales organization to pursue.

Qualify demand (e.g., individual leads and / or buying groups) against established criteria before passing a lead to account directors / field sales as Sales Accepted Leads (SALs) or qualified demand units.

Discover, validate, and reach out to additional personas involved in buying decisions to identify potential buying groups for delivery to field sales.

Comply with all demand management-related service-level agreements.

Provide accurate weekly forecasts to marketing and sales on the volume of qualified demand expected to reach the SAL or qualified demand stage.

Track and manage prospecting, qualification, and nurture activities in the company’s sales force automation (SFA) system.

Engage in meaningful, productive conversations with individuals representing targeted buyer personas.

Dimensions of the Role

Organizational interlocks : Field Sales, Channel Sales, Pre-Sales, Field Marketing, Marketing Operations, Sales Operations, Product Marketing.

Success Metrics : Accepted & Converted Sales Accepted Leads (SALs), new opportunities & influenced opportunities.

Three to five years of prospecting experience, depending on product / solution complexity and prospect level (e.g., IT buyer vs. CXO).

B2B experience required.

Familiarity with MAPs and CRM systems

Experience in industries with significant customer / prospect interactions.

Additional skills include active listening, articulating high-quality value propositions, conducting prospect and account research, utilizing social media tools for account monitoring, maintaining high activity volumes (minimum of 30 outbound calls and 25 touches daily), and a desire for a career in tech sales with ambition to progress.

Speaking another language besides English is a plus but not essential.

Knowledge

Telephone prospecting techniques.

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