Senior Business Development Specialist
General Summary:
The Sr. Business Development Specialist is responsible for identifying and developing new opportunities for the Enterprise Sales personnel to pursue, and then pass the leads to Enterprise Sales. The Sr. Business Development Specialist will generate demand primarily via outbound tele-prospecting and outbound digital media outreach (email, social, etc.) into assigned accounts and territories. The Sr. Business Development Specialist will act as a primary representative of Data Axle's Enterprise business unit during initial engagements with prospects and will work to advance those engagements as the prospect desires to meet with an Enterprise Seller. Additionally, the Sr. Business Development Specialist may also periodically be required to further qualify inbound demand generated by Marketing.
Essential Job Functions:
- Generate new demand (leads) for the Enterprise Sales organization to pursue.
- Qualify demand (leads) against established criteria before passing them to Enterprise Sales.
- Discover, validate and reach out to additional buying personas typically involved in a buying decision to determine possible buying groups for Sales.
- Secondarily, where specified by management, process, nurture and qualify inbound demand.
- Work with the EVP, Enterprise Sellers, and Marketing Specialists to design, develop and implement a lead strategy approach that converts ideal prospects into high value sales opportunities. Strategies can include multi-channel communications utilizing email, LinkedIn, direct mail, cold calling and a variety of other channels to pique prospects' interests and drive sales conversion.
- Develop an in-depth expertise of all Data Axle's products and services. Keep current on enhancements to all products and services. Develop a command of Data Axle's strategic go-to-market positioning, vertical playbooks, and Ideal Customer Profiles to accelerate your demand generation activities.
- Learn Data Axle's value proposition, vision and mission to facilitate speaking with prospects about their goals and needs and identify areas of opportunity for Data Axle.
- Working under the direction of the EVP and in collaboration with Enterprise Sellers, build and maintain a full pipeline of high value target prospects and nurture them until they become viable sales opportunities.
- Manage the lead gen and pipeline build-out process. Make improvement recommendations.
- Record, and report all lead generation and pipeline activity in Salesforce.com ensuring proper attribution and sales follow-up.
Supportive Job Functions:
- Generate weekly activity reports for sales staff and lead generation team.
- Schedule and hold weekly planning calls with; A) the EVP; B) the broader SDR and BDR team; C) Enterprise sellers with whom you are partnered/aligned.
- Effective use of company supplied tools and systems including Salesforce.com, LinkedIn, Highspot sales enablement, Hubspot marketing automation, and ZoomInfo.
- Manage and track lead generation activities and ensuring progression through appropriate pipeline stages and proper attribution.
- Perform other miscellaneous duties as assigned by management.
*These tasks do not meet the Americans with Disabilities Act definition of essential job functions and usually equal 5% or less of time spent. However, these tasks still constitute important performance aspects of the job.