Business Development Representative

**Overview**

The BD Associate is responsible for qualifying new opportunities for the inside, field/territory and/or channel sales teams. BD Associates qualify marketing-generated demand identified thru engagement with marketing campaigns, specific actions or meeting the scoring threshold set by a marketing automation platform (MAP).

BD Associates should also be responsible for reaching out to other members of the buying group, individuals who have not yet scored fully, in a cold-calling effort to further qualify the potential opportunity associated with that group.

**Location**
- Spain

**Scope**
- Global

**Education**
- Minimum required: Bachelor’s degree

**Span of Control**:

- Reports to: Manager for Pre-Sales

**Roles/ Responsibilities**
- Process inbound demand responses (e.g. inbound calls, chats, form fills) from buying groups that are generated, activated or nurtured by marketing, and qualify potential opportunities for the sales organization to pursue.
- Use established criteria to qualify demand from buying groups for potential opportunities before passing it to inside reps, field territory reps or channel partners.
- Discover, validate and reach out to additional personas typically involved in a buying decision to identify possible buying groups for field sales.
- Provide product information to prospects.
- Comply with all demand-management
- related service-level agreements.
- Provide weekly forecasts to marketing and sales on the volume of demand expected to reach the qualified demand stage.
- Pursue meaningful and productive conversations with individuals representing the buyer personas targeted by the organization.
- Track and manage qualification and nurture activities in the company’s sales force automation (SFA) system.
- Data enrichment via account researching, to support marketing and nurture campaigns

**Qualifications**

**Minimum required**:

- One (1) plus year of prospecting and/or experience interfacing with customers.
- English fluency
- Experience in an industry with a significant volume of customer/prospect interaction.
- B2B experience selling a similar type of offering into a similar type of market.
- Familiarity with MAPs and SFA systems.
- Ability to articulate a reasonable value proposition on every call.
- Ability to perform prospect and account research to prepare for calls.
- Telephone selling techniques.
- Auto-dialer technologies.
- Social media usage and social selling techniques.
- SFA systems/best practices.
- Common demand management processes.

**Preferred**:
**Interpersonal/Teamwork/Leadership skills**
- Comfort with ambiguity; highly adaptable to new circumstances.
- Natural curiosity to motivate engagement with others; comfortable asking open-ended questions.
- Confidence despite a potential lack of knowledge or seniority compared to the prospect.
- Competitive and motivated.
- Self-starter who takes initiative to achieve goals.
- Team player who is coachable and eager to learn.
- Desire to continue learning, whether to advance a career in inside sales or transition to field sales.
- Strong verbal and written communication skills.
- Active listening skills to assess prospect needs and opportunities

**Organizational Interlocks**

Inside sales.

Field / Territory sales.

Channel & partner sales.

Marketing.

Sales operations

Product marketing.

**Physical Demands/ Travel required**

Work associated with this position is sedentary in nature and performed indoors at a desk either remotely or in an office setting.

Travel for this position is less than 10%.

This position is hybrid in office and remote.