Inside Sales Representative (New York, New York)
Whiting Consulting is searching for a Sales Development Representative (SDR) to increase qualified pipeline for the sales organization in existing accounts for our client. SDRs work closely with Field Sales representatives to expand and accelerate Company presence in existing accounts. Resources include incoming leads, existing contacts database, third-party tools (RainKing) and coordination with Field sales counterparts. SDRs perform research and prospecting activities to set qualified face-to-face, phone, or web appointments with their field sales counterparts and/or the Director of Sales Development. It is expected that SDRs understand Company markets and solutions to properly engage, qualify, and accelerate prospects. The SDR ensures that prospects experience superior partnering experience.
Responsibilities
Achieve quotas for number of qualified meetings per month with Manager/Director/VP/and C-level decision makers in target accounts.
Follow-up on inbound leads and proactively make outbound calls into target Fortune 1000 accounts.
Utilize salesforce.com to track activity and update lead and opportunity information.
Provide feedback and recommendations on marketing efforts from real interactions.
Work closely with Field Reps to develop and conduct proactive outbound calling strategies to penetrate target accounts.
Research accounts, identify key players, generate interest, and successfully manage and overcome prospect objections in order to secure qualified meetings.
Develop and maintain territory plans to maximize and leverage phone time, including pre-call planning, adhering to territory hours and metrics, and customizing scripts to market segments and prospect types.
Manage a lead prospecting pipeline and maintain accurate information about suspects, prospects, and their companies.
Participate in company meetings and marketing events.
Work with other members of the Company organization to ensure overall company success.
Keep up with industry trends and best practices, including utilization of new technology and web resources.
Requirements
3+ years experience as SDR/BDR (sales development rep / business development rep) or inside sales.
2+ years in application performance management, business transaction management, infrastructure monitoring or related space.
Experience with multi-stakeholder sales to IT or line of business.
Located in N.Y. or willing to relocate; must work in the Company’s New York City area office.
Results driven, structured and also data-oriented.
Self-motivated with ability to work effectively in a highly-automated and distributed sales environment.
Proven ability execute outbound prospecting strategies including: Pre-call planning; Opportunity qualification and objection handling; Call structure and control; Time and territory management.
Great communication skills (positive and energetic on the phone, excellent listening skills, strong writing skills, team-player, working with other SDRs and field reps, sales management, marketing).
Proficient with standard corporate productivity tools (email, voicemail, Microsoft Office, Salesforce.com).
BA/BS desired.
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Whiting Consulting is a recruiting firm specializing in placing highly-qualified candidates for: Executive-Level Roles, Marketing / Sales Engineering / Inside Sales, Product Management / Product Marketing, Software Development & Engineering / QA, Implementation Consultants, Production Support, and High-Tech Public Relations.
