Enterprise Sales Development Representative | Kansas City, USA

Optiv • Kansas City, MO

1d • Hybrid

About The Position

Enterprise Sales Development Representatives (SDRs) are on the front lines of driving new business opportunities with large, complex accounts. This role focuses on identifying, engaging, and qualifying prospects in the enterprise segment, setting the foundation for Optiv’s sales team to drive strategic cybersecurity solutions. Enterprise SDRs are expected to combine strong outbound execution with business acumen to open doors in competitive markets and generate high-value meetings.

Requirements

• Ability to work out of our office in Leawood, Kansas Monday- Thursday with work from home on Friday's
• 4-7 years proven B2B outbound calling/telesales/lead generation experience, with a focus on technology, preferably cybersecurity required
• Dynamic telephone presence with excellent verbal and written communication skills used to break down technical topics into talking points and email communications
• Strong interpersonal and relationship management skills to build rapport within internal departments and influence conversations with prospects and clients
• Demonstrated ability to research, initiate, and cultivate business relationships with key executives, contacts, and sponsors within assigned accounts
• Proven track record of exceeding assigned quotas /goals
• Goal-oriented and proactive self-starter with demonstrated critical thinking skills to solve problems
• Team player with a can-do attitude that can work collaboratively, as well as autonomously, in a fast-paced environment while providing high-quality work
• Organized and detail-oriented, with the ability to prioritize and multi-task, while effectively managing time
• Proficient with Microsoft Office, Salesforce.com

Nice To Haves

• VCC platforms, SalesLoft and Drift experience, a plus
• Bachelor's Degree preferred

Responsibilities

• Collaborate with sales to understand target account segments and cybersecurity service and technology areas of focus
• Research target demographics, clients' needs and interests and other data that can be used in creating strategies for business development
• Oversee efforts to expand lead generation through cold calling, business-to-business selling and other methods to identify potential business prospects and assist sales in acquiring new clients by scheduling joint meetings
• Analyze market reports to determine where to seek out new business opportunities
• Effectively communicate Optiv’s value proposition as it relates to security services and educate clients and prospects on partners’ technologies capabilities
• Support marketing activities and campaigns by contacting and qualifying leads that are sent over from Marketo to Salesforce.com (SFDC) based on lead score or hand-raiser with the goal to increase client inquiry and engagement with Optiv
• Conduct research on marketing leads to understand interest and/or pain points (utilizing LinkedIn Sales Navigator and Marketo Sales Insights) that Optiv can solve
• Prioritize lead follow-up based on interest level (hand-raiser) and campaign inclusion
• Connect with marketing qualified leads within 24 hours through various channels (i.e., phone calls, emails, LinkedIn InMail, etc.)
• Daily interaction with Salesforce.com to update marketing qualified lead (MQL) records with phone/email activity, as well as sales accepted lead (SAL) records with qualification notes, meeting details and next steps for sales
• BANT qualify leads and move them through the sales pipeline by converting qualified leads and passing them over to sales via a meeting
• Collaborate with marketing and sales to ensure Optiv’s monthly and quarterly goals and targets are met
• Performs other duties as assigned
• Complies with all policies and standards

Benefits

• Work/life balance
• Professional training resources
• Volunteer Opportunities. “Optiv Chips In” encourages employees to volunteer and engage with their teams and communities.
• The ability and technology necessary to productively work remotely/from home (where applicable)

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level