Sales Development Representative, OEM Partnership Team
Carbonite + Webroot is looking for an experienced Inside Sales & Lead Development professional to create qualified sales opportunities for its cloud hosted Brightcloud threat intelligence platform. You will be responsible for qualifying active buying interest and developing opportunities by email and phone prospecting into defined target accounts for the OEM team. This will require targeting and navigating organizations to reach appropriate decision makers. The OEM sale is a highly technical sale and requires a deeper level of understanding of how the product fits within the target organization and the ability to engage with senior technical leadership at prospect companies including the largest security companies in the world. You will coordinate with sales management to determine the accounts that require research and prospecting activities and secure a sufficient flow of qualified opportunities. The role will ensure complete and accurate information is maintained within our CRM database. An implicit responsibility is to conduct business communications that create a superior prospect experience and sets the stage for effective follow-up, as well as future product sales. Security experience is a plus.
Responsibilities
- Heavy outbound cold/warm calling to properly pre-qualify sales leads (50+ touch points per day)
- Contact prospects to gain clear understanding of buying needs and time frame
- Schedule follow-up conference calls between prospects and Sales team as appropriate
- Follow up on marketing campaigns and provide detailed feedback on the success of each campaign
- Consistently achieve qualified opportunity quotas to ensure revenue objectives
- Analyze partners' business objectives by asking probing questions that are relevant
- Demonstrate ability to relate partner business challenges to Webroot solutions
- Deliver Webroot’s value proposition in a persuasive and accurate manner, structured to targeted calling cadences
- Maintain knowledge of competitive products to enable the capability to effectively address and dispel partner objections to Webroot solutions
- Leverage solution selling strategies in qualifying lead opportunities
- Keep Saleforce.com database up-to-date and manage information
- Provide closed-loop feedback to ensure continuous process optimization
Qualifications
Skills & Experience
- 2+ years of related experience in B2B telephone outbound selling, preferably in the software and security market
- Proven track record of new business sales through cold calling, email campaigns and lead qualification
- Strong organizational skills with ability to manage time and resources effectively
- Superb communications skills to demonstrate various products and services
- Experience with Salesforce preferred
- Detail and results-oriented with ability to work well under pressure
- A self-starter with a track record of successful, credible lead follow-up and sales development at multiple executive levels within an organization
- Opportunity qualification and objection handling
- Ability to work as a team player in a high-energy sales environment
- Positive and energetic phone skills, excellent listening skills
- Business level technical aptitude
- Ability to think strategically as well as tactically about the bigger needs of the account
- Ability to work proactively to reach agreed sales targets
- Quick learner able to absorb information on the following:
- Solutions portfolio highlighting product features and benefits
- Knowledge of sales automation & pipeline management tools
- Selling techniques & methodologies
- Industry data & competitive analysis
Company Overview
Together Carbonite—a leader in data protection—and Webroot—a leader in data security—form the SMB and Consumer Division of OpenText. The mission of our joint offering is to make cyber resilience simple, reliable and accessible in the connected world. We enable comprehensive data protection for companies, consumers, and our vast network of partners around the globe.
Our business requires top talent. We foster a thriving, dynamic environment rich with inventive minds and entrepreneurial spirit. From engineering to sales and marketing, operations and customer support, our employees are empowered and encouraged to build their careers at OpenText.
We pride ourselves on hiring standout candidates who shine in a workplace that encourages collaboration and teamwork. We are growing fast and looking for talented candidates around the globe. Are you ready to grow with us?#LI-POST
Carbonite, Inc. is an equal employment opportunity and affirmative action employer does not discriminate based upon race, color, religion, sex, national origin, age, genetic information, gender identity or expression, sexual orientation, protected veteran status, status as a qualified individual with a disability, or any other characteristic protected by law. Upon request, accommodations will be made available during the recruitment process for applicants with a disability. If you require accommodations, we will work with you to provide or arrange for the provision of suitable accommodation wherever possible. All qualified applicants are encouraged to apply.