The Business Development Representative (BDR) will play a crucial role in driving business growth through lead generation, new account acquisition, and establishing strong relationships with potential clients. This role is focused on hunting new business opportunities and will work closely with our Account Managers who will focus on farming existing accounts. The BDR will be responsible for identifying, pursuing, and nurturing new business opportunities, establishing relationships with potential clients, and providing tailored solutions to meet their business needs. Success in this role requires a proactive mindset, excellent communication skills, and a thorough understanding of market trends and client needs.

Job Responsibilities/Essential Functions/Competencies    

The Business Development Representative (BDR) will play a pivotal role in driving the growth of the company. This role encompasses a blend of transactional, analytical, and strategic responsibilities aimed at enhancing the efficiency and effectiveness of lead generation and new account acquisition. The BDR will collaborate with various stakeholders to develop and implement strategies that align with organizational goals and ensure the successful establishment of new client relationships.
 

1. Lead Generation:

• Identify and pursue new business opportunities within net new accounts.
• Develop and execute strategic plans to reach potential clients.
• Utilize a hunter mentality to generate leads through cold calling, researching, networking, and driving your territory.

2. New Account Acquisition:

• Establish and cultivate relationships with potential clients.
• Serve as the primary point of contact for prospective client inquiries and needs.
• Ensure prospective clients receive exceptional service and support.

 

3. Sales Strategy and Planning:

• Develop and implement sales strategies aligned with business goals.
• Collaborate with internal teams to create customized sales proposals and presentations.
• Monitor and report on sales metrics and performance.

 

4. Solution Selling:

• Understand client business problems and provide tailored solutions.
• Execute sales strategy by identifying client needs and selling the appropriate solutions.
• Negotiate and close sales deals effectively.

 

5. Market Analysis and Insights:

• Analyze market trends and competitive landscape.
• Provide insights and recommendations for business growth.
• Stay updated on industry developments and best practices.

 

6. Cross-functional Collaboration:

• Work closely with technical, support, and marketing teams to ensure client satisfaction.
• Collaborate with Secure Data Solutions Architects and engineering teams to accurately scope projects.
• Facilitate communication between clients and internal stakeholders.

 

7. Sales Reporting and Documentation:

• Prepare and present regular reports on sales activities and client interactions.
• Maintain accurate and up-to-date sales records and documentation.
• Adhere to the sales process, including pipeline development and accurate forecasting via internal tools.

 

8. Client Advocacy:

• Act as a trusted advisor to clients, providing guidance and support.
• Advocate for client needs within the organization.
• Ensure client feedback is incorporated into product and service improvements.

 

9. Time Management and Execution:

• Use time management skills to balance prospecting, selling, and account management.
• Meet or exceed sales quota as defined by management.
• Drive profitability and grow revenue for target accounts.

Additional Duties:

• Perform additional duties, as assigned.

Skills necessary to be successful in this role include the following:
 

Core Functional / Technical Skills		Requirement
Strategic Account Planning	Developing and executing detailed account plans that align with both client and company objectives. This involves setting clear goals, identifying key growth opportunities, and mapping out pathways to achieve them.
Communication and Negotiation	Proficiency in effective communication and negotiation is essential. This includes the ability to clearly articulate value propositions, negotiate contracts, and resolve conflicts across various platforms and with different stakeholders.
Digital Proficiency and CRM Expertise	Expertise in Customer Relationship Management (CRM) software is crucial. This skill allows Account Managers to track client interactions, manage sales pipelines, and analyze data for informed decision-making.
Financial Acumen	Understanding financial data and budget management is key. Account Managers need to analyze financial impacts, negotiate deals, forecast revenue, and contribute to the financial planning of their organizations.
Collaborative Teamwork	Ability to work seamlessly with various internal teams, including marketing, sales, customer support, and technical teams. Effective collaboration ensures comprehensive solutions for clients and enhances service delivery.
Adaptability to Industry Changes	The capability to quickly adapt to new market conditions, regulatory changes, and technological advancements. This flexibility helps maintain relevance and deliver value to clients in a rapidly evolving industry.
Customer Insight and Market Knowledge	Deep understanding of the client’s business, industry trends, and competitive landscape. This knowledge enables Account Managers to anticipate client needs and provide tailored solutions that add value.
Problem-Solving and Critical Thinking	Strong problem-solving skills are essential for identifying client challenges and developing innovative solutions. Critical thinking helps in assessing complex situations and making data-driven decisions.

Requirements
 

• Minimum of 3 years of B2B sales experience in a client-facing role, preferably within the technology sector, including hardware, professional services, and managed services.
• Proven ability to achieve or surpass sales quotas within the first 90 to 180 days of employment.
• Strong initiative and drive to generate new business through various methods, including cold calling, networking, and leveraging industry contacts.
• Self-starter with the capability to build and maintain strong relationships with technology and business leaders.
• Demonstrated success in uncovering and developing new business opportunities.
• Strong desire and ability to penetrate new accounts and establish relationships from the ground up.
• Experience in collaborating with clients to translate their business needs into effective technology solutions.
• Proficiency in Microsoft Office Suite (Word, PowerPoint, Outlook, and Excel) and experience with CRM platforms like Salesforce.
• Exceptional communication and organizational skills.
• Comprehensive knowledge of the technology industry, including current trends and best practices.

Qualifications

Education

• Bachelor's degree in Business, Marketing, or a related field is preferred.

Certifications

• Relevant sales or technology certifications (e.g., Cisco Certified Sales Expert, Microsoft Certified: Azure Solutions Architect Expert) are preferred.

Work Experience

• Minimum of 3 years of B2B sales experience in a client-facing role, preferably within the technology sector, including hardware, professional services, and managed services.

Specialized Knowledge, Skills, and Abilities

• Demonstrated ability to work independently on routine assignments.
• Ability to demonstrate a work ethic consistent with Secure Data’s Core Values.
• Strong problem-solving skills and the ability to think critically to develop innovative solutions.
• Adaptability to quickly adjust to new market conditions and technological advancements.
• Customer insight and market knowledge to anticipate client needs and provide tailored solutions that add value.

Working conditions (if needed)

As a BDR, you will operate in a fast-paced environment where delivering high-quality, accurate work within deadlines is crucial. This position typically observes standard business hours with flexibility for a hybrid working schedule. Regular travel between our client sites and office locations may be required, and you will primarily work in an office environment with opportunities for remote work.