Sales Development Representative 3

Overview

The Sales Development Representative role is an inside sales representative that focuses on outreach, prospecting, and lead qualification with a focus of connecting with as many leads as possible to determine if they are a good customer fit for the organization.

What you will be doing

Responsible for building and maintaining a healthy top-of-funnel pipeline, ensuring a steady flow of qualified opportunities for the Sales Directors they support.
Engage contacts in key accounts by using phone, email, and social media outreach to identify need, establish interest, qualify the opportunity, and implement appropriate next steps (e.g., schedule a meeting with the strategic account executive).

Validates existing early-stage pipeline opportunities to further engage other members of the buying group in an outbound effort to further validate and qualify.
Leverage inbound inquiries and first- and third-party data sources to identify active accounts and determine/execute subsequent actions.
Monitor account signals, including news, leadership changes, new partnerships, and others for ongoing outreach personalization and engagement strategy changes.

Conduct online research for selected accounts, understanding organizational structure, leadership changes, and key imperatives and needs, and using insights to develop messaging and content for outbound communications.
Identify new key contacts (including contact information) from target buying centers not in the salesforce automation (SFA) system, marketing automation platform (MAP), or customer data platform.
Connect and assign buying group contacts (and their roles in the buying process) to solution-specific opportunities.

Track and manage activities in the organization’s relevant business systems (e.g., SFA system, MAP).
Participate in account planning and quarterly business reviews for key insights that inform prospect engagement planning.
Partners with cross-functional teams to develop targeted message and sales plays
Operate as a trusted advisor to potential customers; develop and maintain strategic working relationships

Mentor, coach, train, and provide feedback to other team members; may provide feedback to leadership on technical abilities of team
Comply with all corporate and departmental privacy and data security policies and practices, including but not limited to, Hyland’s Information Systems Security Policy

What will make you successful

Bachelor’s degree or equivalent experience

Experience as a Sales Development Representative
Experience in a business-to-business sales and marketing environment
Relevant industry experience

Ability to perform prospect and account research
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 use existing and emerging social media tools to monitor targeted accounts and buying groups and identify trigger events for follow-up
Able to thrive in a fast paced, deadline driven environment

Demonstrated ability to establish rapport and gain the trust of others
Core marketing and sales technologies (e.g., SFA system, MAP)
Emerging marketing and sales tools (e.g., predictive analytics, intent monitoring)

Social medias and social selling best practices
Telephone and virtual selling techniques
Strong business acumen

Self-motivated, with high energy and an engaging level of enthusiasm
Strong at investigating situations or issues to get relevant information; adept at asking probing questions to successfully obtain quality information
Sharp, fast learner with a curiosity for technology as well as aptitude

Desire to continue to learn, whether to advance a career in inside sales or transition to field sales
Up to 20% travel time required

Based on individual states’ employment laws, the following details are to comply with the relevant salary posting requirements: base salary range of $85,000-$97,000 and eligible for benefits

What you can expect next

Hyland Recruiters thoroughly review every application and will contact you within 1 to 2 weeks regarding next steps. Be sure to add Hyland to your contacts list and check your spam folder so you never miss a message from us!
Any follow up questions? Email your Recruiter directly at [email protected].

Benefits

401(k) Retirement Savings. Flexible Schedule. Paid Time Off. Medical, Dental, Vision. Volunteer Paid Time Off. Wellness Reimbursement. Paid Parental Leave. Sabbatical Program.

Find out more by going to https://www.hyland.com/en/resources/articles/why-work-at-hyland .

Welcome to #HylandLife

Since 1991, it has been Hyland’s mission to help our employees, customers and partners exceed their potential with our industry-leading content services platform. Our employees exude a contagious energy and are passionate about what they do – whether it’s helping customers succeed, raising up their fellow Hylanders, or engaging in the communities where they live and work.

The #HylandLife hashtag encompasses our employee-centric culture. Our employees live our culture day in and day out by bringing their best self to work. Hyland supports them to do just that through career development resources, wellbeing programs and innovation practices. We thrive on diverse viewpoints and new ideas and believe that a positive, inclusive workplace is imperative to sustainable success.

As we’ve grown to a company of nearly 4,000 strong, we have the opportunity to make a significant impact on our communities. We strongly support employee initiatives and align our giving campaigns and programs to organizations that are important to them.

We are committed to a policy of Equal Employment Opportunity and will not discriminate against an applicant or employee on the basis of race, color, religion, creed, national origin or ancestry, sex, age, physical or mental disability, veteran or military status, genetic information, sexual orientation, marital status, gender identity, or any other legally recognized protected basis under federal, state or local laws, regulations or ordinances. The information collected by this application is solely to determine suitability for employment, verify identity and maintain employment statistics on applicants.

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