- 05-Apr-2017 to 04-Jun-2017 (PST)
- San Diego, CA, USA
- Base + Commission
- Full Time
This position is responsible for lead development and marketing response, specifically for purposes of lead generation for Account Executives which will result in generating significant additional revenue and profit through the sales of services and products represented by Nth Generation Computing, Inc. This position will be responsible to reactivate old prospect accounts and develop net new clients for Nth, by calling on accounts which are not currently doing business with Nth. The Lead Development Specialist, located in San Diego, will also be responsible for initial follow-up on in-bound inquiries generated through the website. The primary focus will be on creating qualified appointments for Nth Account Executives, which will involve sifting through a large amount of "suspect clients" and helping to transform them to "prospective clients," with the ultimate goal of creating a face-to-face appointment, or "Qualified Lead." All essential duties are to be performed while always maintaining the NTH Corporate Culture (see Appendix "A"). As a Lead Development Specialist, this is a Non-Exempt position.
ESSENTIAL DUTIES AND RESPONSIBILITIES, include, but not limited to, the following:
•Locate new opportunities for NTH, with a focus on generating and qualifying leads and setting quality appointments.
•Prepare and follow-up on quotes as required by Account Managers.
•Perform initial client outreach and client qualification / approach for outside sales team. Update the CRM with real-time information.
•Develop new business by cold-calling, turning "suspects" into "prospects" and into appointments. Pass qualified appointments to quota carrying Account Executives.
•Generate Interest from Dead and Inactive Accounts.
•Perform initial follow-up activity on in-bound inquiries generated from website, with objective of evolving the inquiry into a qualified lead and appointment.
•Compile lists of prospective customers for use as sales leads, based on information obtained from NTH inbound and outbound marketing efforts.
•Make a minimum number of outbound calls per week, the exact number to be set by management.
•Work with the marketing team to help drive prospects to company events, which includes making registration calls, as needed.
•Achieve metrics established for new appointments and net new Accounts (New Logo's), however this is not a selling position and does not carry a revenue quota.
•Support the Director of Partner and Business Development, the sales and marketing teams with requested market research.
•Research and identify prospective client targets in identified geographical and vertical markets and populate CRM with database of client information and contacts.
•Maintain and update Nth's CRM system, including building and updating the contact information of Inactive Accounts.
•Work closely with our Pre-Sales and Inside Sales team to register opportunities and utilize our CRM Tool.
•Responsible for representing and selling Nth's professional consulting services and the company's line of products, including products from Hewlett Packard Enterprise and over two dozen other major Enterprise products from companies such as Veeam, Palo Alto, VMware, CommVault, Varonis, Cylance and Zero. New professional services and product lines may be added or dropped at any time. Keep current on product knowledge and pricing to ensure that your knowledge is applicable, relevant and correct.
•Achieve and maintain a good working relationship with our partners account reps.
•Provide management with accurate reporting of qualifying leads, quality appointments and assigned account activities.
•Participate in staff meetings and client-account review/planning sessions.
•Attend workshops and training sessions, as directed by management.
•Proactively provide feedback, relating to client issues, to other staff members. Knowledge sharing is critical to the team being able to provide the best value-add for our clients.
•Keep accurate records and notes on-line using NTH's FileMaker Database regarding all client projects, including timekeeping, documentation, project plans, trip reports and status reports.
•Provide own transportation and maintain a reliable vehicle, which is available at all times for immediate dispatch.
•Flexible with demands on time and able to deal with frequent and last minute scheduling changes.
•As business and operational demands dictate, additional duties may be assigned and expected to be performed.
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable an otherwise qualified individual with a disability to perform the essential functions.
Education and / or Experience
•Candidates will have a Bachelor's degree in a technical or business discipline, or equivalent experience.
•Work experience should include a minimum of 2 years in inside sales, telesales/outbound calling, sales or sales support, and 2 years in a customer service, public speaking or training role.
•Must be able to cold-call and work as a liaison between the customer and the Account Manager(s).
•Knowledge and understanding of CRM systems.
Skills, Knowledge and Abilities
•Superior knowledge of accessing and using the Internet, HTML, and MS Office tools; knowledge of computer systems and social media tools, such as Linked In.
•Excellent communication skills are required, both written and oral, for interacting with clients effectively. Ability to maintain a courteous, professional manner with clients at all times and work well under stress.
•Ability to independently and appropriately handle difficult client situations. Able to exercise tact and diplomacy in dealing with clients.
•Ability to interface internally with all departments and externally with outside sales, clients, and partners.
•Ability to project warmth and enthusiasm with in-person and phone contacts. Must be a self-starter.
•Effectively use Nth internal contact and quoting system in FileMaker.
•Excellent client qualification and follow-up skills.
•Ability to learn and retain knowledge of a wide variety of technical information requests, and respond quickly to information requests.
•Ability to organize and prioritize work assignments, travel schedules, and presentation requests in an unstructured environment.
•Ability to complete heavy workload within established time frames.
•Ability to perform a variety of duties, often changing from one task to another of a different nature.
•Ability to perform with frequent interruptions and/or distractions.
•Ability to make appropriate job decisions following standard office policies and past precedents.
•Ability to recognize an emergency situation and take appropriate action.
•Ability to think through the consequences of a decision prior to making it.
•Able to maintain strict confidentiality.
•Able to remain flexible to constantly changing business demands.
Certificates, Licenses, Registrations
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential function of this job. Reasonable accommodations may be made to enable an otherwise qualified individual with a disability to perform the essential functions.
The work environment characteristics described here are representative of those an employee encounters while performing the essential function of this job. Reasonable accommodations may be made to enable an otherwise qualified individual with a disability to perform the essential functions. General office setting. Noise and ambient light are appropriate and well within PELS.