Axxend

Business Development Representative

Job Summary

The Business Development Representative (BDR) reports to the Sales Leader and is responsible for the full sales lifecycle, from qualification through closure and renewal. The BDR focuses primarily on acquiring new cloud customers within designated industry verticals, leveraging a repeatable sales motion. This role also works closely with corporate marketing resources to execute demand generation programs and continuously improve and refine sales assets and artifacts.

  • Minimum Qualification: Degree
  • Experience Level: Mid level
  • Experience Length: 3 years

Job Description/Requirements

Strategic Capabilities 

  • Facilitate an accelerated remote selling motion from lead qualification to project team handoff
  • Understand key business drivers and business processes within the focus vertical/industry
  • Clearly communicate partner differentiation and project business impact to all stakeholders influencing the decision process
  • Accurately forecast opportunity scope, revenue, and close date
  • Strong objection handling and closing skills
  • Demonstrate a high level of business acumen and literacy
  • Highly organized and able to stay on target while performing critical tasks daily
  • Establish and extend LOB and executive relationships within the customers’ business community
  • Understand the key business drivers and business processes within the focus vertical/industry
  • Map business challenges to cloud services and solutions
  • Exceptional communication skills (written, verbal, and presentation)
  • Solution demonstration skills (light)


Execution Skills

  • Develop and maintain a high level of industry competence and knowledge
  • Accurately triage, profile and qualify new prospects
  • Develop/manage an active pipeline of qualified SMB opportunities
  • Facilitate business case discovery and ROI/payback discussions with stakeholders
  • Articulate Total Cost of Ownership (TCO) benefits of cloud, SaaS, subscription-based solutions
  • Engage existing customers to secure renewals and sell additional cloud services
  • Develop and maintain a high level of industry competence and knowledge
  • Proactively propose incremental cloud and managed service offers that build on customers’ existing technology and cloud services footprint
  • Develop and manage an active pipeline of qualified SMB (small and medium business) customer opportunities
  • Engage with all prospect stakeholder levels (tactical, operational, and leadership).
  • Facilitate business case discovery and ROI/payback discussions with prospect stakeholders
  • Leverage intelligent discovery to identify business pains and business process challenges
  • Clearly articulate the business and Total Cost of Ownership (TCO) benefits of cloud, SaaS, and subscription-based offers
  • Remotely deliver brief solution demonstrations, presentations, and close transactions without physically meeting customers

Certifications

  • Bachelor’s degree or equivalent expertise, and 3+ years B2B sales experience
  • B2B sales methodology


Project Experience

Types/Qualities

  • Ability to learn and adapt in a rapidly evolving environment
  • Industry or vertical experience
  • Self-motivated, ability to work independently
  • High degree of emotional intelligence
  • Desire to make a difference

Technologies

  • Working knowledge of full Office 365 suite & related productivity applications
  • Strong working knowledge of CRM and lead generation social selling tools

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