Inside Sales Representative, Opengear (Sandy, UT - Hybrid)

Security People•Sandy, UT

36d•$67,000 - $101,000•Hybrid

About The Position

Opengear designs and manufactures products for data center and remote site management. We are a rapidly growing supplier of sophisticated data center, network and remote site management products. Our customers include tech unicorns and Fortune 100 companies. We are the leading supplier of out-of-band solutions for IT infrastructure management and are actively exploring new solutions for hyper-scale data center deployment and management. We are a global company with offices in Utah (Sandy), New Jersey (Edison) and Australia (Brisbane). Position Summary: The Business Development Inside Sales Representative (BD ISR) at Opengear is a key role focused on identifying, prospecting, and developing new business opportunities. This position requires an initiative-taking, purposeful individual who excels in generating new pipeline and driving revenue growth. The BD ISR will be responsible for building relationships with potential customers, understanding their needs, and positioning Opengear' s solutions to address their challenges.

Requirements

1-2 years of experience in a sales or business development role, preferably within the IT or technology sector.
Proven history of achieving or exceeding sales targets in a hunting role.
Strong prospecting, negotiation, and closing skills.
Excellent communication and people skills.
Ability to quickly understand complex technical solutions and articulate their value to potential customers.
Proficiency in using CRM software, preferably Salesforce (SFDC).
Initiative-taking, purposeful, and able to thrive in a demanding environment.
Strong analytical and critical thinking skills.
Collaborator with the ability to work independently and collaboratively

Responsibilities

Prospecting and Lead Generation:
Identification of Untapped Markets in the Central US and Canada Territory: Highlight the opportunity to explore and penetrate new markets that are currently underrepresented in the company's client base.
Competitive Edge: Emphasize the importance of staying ahead of competitors by aggressively pursuing new business opportunities and establishing the company as a leader in the industry. (Opengear has a great history and story to tell)
Develop a strong pipeline of qualified leads through cold calling, email campaigns, social media engagement, and other lead generation activities.
Collaborate with marketing to maximize the impact of campaigns and events on lead generation.
Qualification and Discovery:
Engage with prospects to understand their IT infrastructure needs, challenges, and decision-making processes.
Qualify leads based on established criteria to ensure alignment with Opengear' s target customer profile.
Schedule and conduct discovery calls and product demonstrations in collaboration with the sales engineering and field sales teams.
Sales Pipeline Management:
Maintain and update accurate records of all sales activities and customer interactions in Salesforce (SFDC).
Track and manage the progression of leads through the sales funnel from initial contact to closed business.
Work closely with field sales teams to hand off qualified opportunities and ensure smooth transitions.
Focus on New Logo Accounts: The ISR can concentrate on identifying and nurturing potential clients who are not currently doing business with the company.
Sales Target Achievement:
Incremental Revenue: Demonstrate how the new ISR role will contribute to incremental revenue by closing deals with new clients and potentially winning back “lost” or “1-time” buys” - expanding the customer base.
Sales Cycle Efficiency: By having a dedicated resource, sales cycles can be shortened, and conversion rates improved, leading to faster revenue realization.
Meet or exceed quarterly and annual sales targets for new business.
Continuously seek out new opportunities to expand Opengear' s market presence.
Market and Product Knowledge:
Stay informed about Opengear' s products, services, and industry trends.
Educate potential customers on the benefits and features of Opengear' s solutions.
Provide feedback to product and marketing teams based on customer interactions and market insights.