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Senior Talent Acquisition Specialist @ SS&C Technologies
Overall Purpose Of The Role
SS&C Blue Prism is seeking a driven, proactive self-starter to join our ANZ sales team as a Business Development Representative (BDR) — with a clear proven pathway for BDRs to progress into Enterprise Sales.
The BDR is responsible for identifying and developing new opportunities for the Sales Directors/field sales to pursue. BDRs generate demand primarily via outbound prospecting into assigned accounts, territories or buying centers. In addition to tele, BDRs use a spectrum of tactics including email, social media and chat. In organizations with limited scale, BDRs also have responsibilities to engage with & qualify inbound demand generated by marketing and scored using a marketing automation platform (MAP)
Duties & Responsibilities
* Generate new opportunities (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 typically involved in a buying decision to determine possible buying groups for delivery to field sales
* Nurture predetermined groups of prospects back from field or channel sales by using multiple touch tactics (e.g. telephone, email, social)
* As a secondary responsibility – where specified by the organization – process inbound demand using a range of tactics (e.g. telephone, email, social)
* 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 stage or qualified demand stage
* Track and manage prospecting, qualification and nurture activities in the company's sales force automation (SFA) system
* Reach and have meaningful, productive conversations with individuals representing the buyer personas targeted by the organization
Dimensions of the Role
* Organisational interlocks: Field Sales, Channel Sales, Pre-Sales, Field Marketing, Marketing Operations, Sales Operations, Product Marketing, Product Marketing
* Technologies Supporting the role: SalesForce, SalesLoft, LeadIQ, Lusha, Linkedin Sales Navigator, full Microsoft Office suite
* Success Metrics: Accepted & Converted Sales Accepted Leads (SALs), new opportunities & influenced opportunities
* KPIs: Number of appointments set, percentage of set appointments accepted by sales, percentage converted to opportunities) Opportunity value generated from demand passed, Revenue value achieved from demand passed, Call quality with target buyer personas and buying groups & activity levels (e.g. talk time, dial and connect volumes, emails sent, social engagement)
Requirements
* Bachelor's degree desired but not essential
* One to five years of prospecting experience, depending on the complexity of the product/ solution being sold
* B2B experience
* Familiarity with MAPs and CRM systems
* Hybrid Office Environment – must be based in Greater Sydney & able to attend the local office (Sydney) a minimum of 3 days per week
* Additional Travel – must be available to support with events both local (Sydney), inter-state/international when required (4 – 6 per year), support with local customer/partner meetings (AD-HOC) when requested & attend additional in-office days for internal meetings (QBRs, SKOs, Account Planning etc) when requested.
Additional Skills, Experience, Languages
* Active listening to asses prospect needs & opportunities
* Ability to articulate a high-quality value proposition on every call
* Ability to perform prospect & 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 30 outbound calls and 25 additional outbound touches per day)
* A desire for a career in tech sales and ambition to progress
Knowledge
* Telephone prospecting techniques
* Email prospecting techniques (based around personalization & targeted outreach)
* LinkedIn Sales Navigator & social selling techniques
Seniority level
* Seniority level
Associate
Employment type
* Employment type
Full-time
Job function
* Job function
Business Development
* Industries
Software Development
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