Optiv · Kansas City
Sales & Business
This role has an onsite requirement of Monday-Thursday in our Leawood, Kansas office, with work from home on Friday's.
Optiv’s 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.
How you'll make an impact
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 and 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
What we're looking for
Ability to work out of our office in Leawood, Kansas Monday- Thursday with work from home on Friday's.
Bachelor's Degree preferred
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, VCC platforms, SalesLoft and Drift experience, a plus
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What you can expect from Optiv
A company committed to our inclusive value through our Employee Resource Groups
Work/life balance
Professional training resources
Creative problem-solving and the ability to tackle unique, complex projects
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)
EEO Statement
Optiv is an equal opportunity employer. All qualified applicants for employment will be considered without regard to race, color, religion, sex, gender identity or expression, sexual orientation, pregnancy, age 40 and over, marital status, genetic information, national origin, status as an individual with a disability, military or veteran status, or any other basis protected by federal, state, or local law.
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