Sales Development Representative II

Job Description:

This position is responsible for outbound calling activities, email, and following up on inquiries from marketing campaigns. This role will gather key information to update the contact information in the SFDC system. The Sales Development Representative will identify opportunities that meet a minimum specified qualification criterion for “Sales Qualified Leads” and funnel them into the next stage of the sales cycle. Additionally, the Sales Development Representative may also participate in marketing campaigns focused primarily on outbound calling, developing and qualifying leads to move them through the sales process.

ESSENTIAL JOB FUNCTIONS AND RESPONSIBILITIES:

• Identifies and qualifies new opportunities

• Build rapport with prospects and transition ‘cold’ inquiries over time into ‘warm’ responsive prospects.

• Provides qualified sales ready leads to the sales organization to further build account development/ penetration efforts.

• Maintains forecast and reports forecast to manager for lead progression.

• Enters pertinent prospect information into CRM. Updates and expands as interactions occur.

• Expands and enhances product knowledge through regularly scheduled training sessions.

• Supports marketing campaigns and promotional offers to help optimize revenue. Provides feedback to Marketing team and collaborates to improve quality of demand generation process.

• Nurtures leads over time and forwards to the Sales teams at the proper time for engagement.

• Follows a closed loop tracking process to manage leads from initial contact to Sales team hand off

• Attends Sales meetings/trainings as appropriate.

• Establishes and maintains strong relationships with the Sales teams they support; become a valued member of that sales team.

• Occasional travel may be required.

• Participate in other projects or duties.

SUPERVISORY RESPONSIBILITIES:

• N/A

KNOWLEDGE, SKILLS AND ABILITIES:

• Ability to multi-task and prioritize workload to maximize efficiency.

• Effective listener to understand prospect needs.

• Excellent oral & written communication skills required.  

• Must have strong interpersonal, organizational, time management, negotiating, closing, decision making, presentation, strong phone skills, exceptional listening skills and above average problem- solving skills.

• Ability to use social media tools to develop and nurture contacts, etc.

• Strong facility with teamwork and an ability to learn and adapt quickly. 

• Ability to serve as a trusted advisor to clients.

• Ability to articulate the Vertex value proposition clearly and to listen actively to clients to identify and prioritize client needs.

• English proficiency required. May require proficiency in local languages.

• Proficiency in Microsoft Office Packages.

EDUCATION AND TRAINING:

• A Bachelor’s Degree preferably in Business, Marketing or related field or equivalent combination of education and experience.

• Four (4) or more years of outbound sales experience in a, technical, business to business (B2B) environment

• Previous experience in Vertex or similar technologies preferred.

• Experience with sales automation tools a plus.

• Or equivalent combination of education and/or experience

Other Qualifications
The Winning Way behaviors that all Vertex employees need in order to meet the expectations of each other, our customers, and our partners.

• Communicate with Clarity - Be clear, concise and actionable. Be relentlessly constructive. Seek and provide meaningful feedback.

• Act with Urgency - Adopt an agile mentality - frequent iterations, improved speed, resilience. 80/20 rule – better is the enemy of done. Don’t spend hours when minutes are enough.

• Work with Purpose - Exhibit a “We Can” mindset. Results outweigh effort. Everyone understands how their role contributes. Set aside personal objectives for team results.

• Drive to Decision - Cut the swirl with defined deadlines and decision points. Be clear on individual accountability and decision authority. Guided by a commitment to and accountability for customer outcomes.

• Own the Outcome - Defined milestones, commitments and intended results. Assess your work in context, if you’re unsure, ask. Demonstrate unwavering support for decisions.

COMMENTS:

The above statements are intended to describe the general nature and level of work being performed by individuals in this position. Other functions may be assigned, and management retains the right to add or change the duties at any time.