Lead Business Development Representative

Date Posted: December 23, 2020

Why Work At Virtuozzo?

The Lead Business Development Representative (BDR) is responsible for identifying and developing new opportunities for the inside, field and/or sales teams to pursue. BDRs generate demand primarily via outbound tele-prospecting into assigned accounts, territories. In addition to tele, BDRs use a spectrum of tactics including email, social media and chat. The BDRs may also further qualify demand generated by marketing automation (MAP) platform based on the score.


Responsibilities:

  • Generate new demand (e.g. individual leads) for the Virtuozzo sales organization to pursue.
  • Qualify demand (e.g. individual leads) against established criteria before passing a lead to inside Sales representative, field representative or partners as Marketing qualified leads (MQLs).
  • Nurture predetermined groups of prospects back from field or sales by using multiple touch tactics (e.g. telephone, email, social)
  • Where specified by Virtuozzo Sales and Marketing – process inbound demand using a range of tactics (e.g. telephone, email, social)
  • Comply with service level for marketing and sales organisation.
  • Provide accurate weekly forecasts to marketing and sales on the volume of qualified demand expected to reach the MQL stage.
  • Track and manage prospecting, qualification, and nurture activities in the company’s sales force automation system.
  • Reach and have meaningful, productive conversations with individuals representing the buyer personas targeted by the organization.
  • Developer and manage a team of Regional BDRs and contractor relations with international telemarketing agencies


Technologies Supporting the Role:

  • Marketing automation platform
  • Social media tools
  • Sales Force automation systems


Skills:

  • Strong verbal and written communication skills
  • Active listening to assess prospect needs and opportunities
  • Ability to articulate a reasonable value proposition on every call
  • Ability to perform prospect and account research to prepare for calls
  • Ability to use existing and emerging social media tools to monitor targeted accounts and buying groups, and identify trigger events for follow-up
  • Discipline and energy to maintain high activity volumes (e.g. a minimum of 50 outbound calls and 25 additional outbound touches per day)


Background and Experience:

  • One to five years of prospecting experience, depending on the complexity of the product/solution being sold, as well as the level of prospect being called (e.g. IT buyer vs. CXO)
  • B2B experience selling a similar type of offering into a similar type of market
  • Familiarity with MAPs and SFA systems
  • Experience in an IT industry (Hosting and Cloud) with significant volumes of customer/prospect interaction


Location: Switzerland

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