Business Development Respresentative at Salient Systems Corp

Company DescriptionAbout Salient The company manufactures and markets video surveillance and video management systems. Salient is an innovative entrepreneurial enterprise having experienced its initial growth in the 2010s during the analog to IP transition of cameras. Salient offers multiple versions of its systems including a classic on-premise version a hybrid cloud version and a camera to cloud solution. This enables an end user to choose the appropriate version to best meet their individual needs. The companys products are open-architected and encourage best of breed integrations from leading software providers around the world.About the JobThe BDR position at Salient provides an opportunity to work closely with ouroutside sales team to identify potential new customers resellers and consultants. As a Salient BDRyou will be tasked with not only setting initial product demonstrations to end users resellers orconsultants with the sales team but assisting the sales team as they continue to work theseopportunities to closed won sales.Key Attributes Talents and Characteristics for SuccessA successful BDR should be incentive driven ambitious a team player a hunter and a closer.Characteristics that are important include the following:Has an interest in video surveillance security analytics business intelligence and technology in generalIs self-motivated self-starting self-improving and competitive.Possesses exceptional presentation and communication skillsDemonstrates a mastery of the written word attention to detail and the ability to explain complex concepts and ideasDemonstrates exceptional organization skillsUnderstands the needs of a partner a prospect or a customer identify specific pain points or desires and communicate what can be done to helpHas the ability to work under pressure in collaboration with others and to provide leadership when called on to do that.Job DescriptionThe BDRs responsibilities is to effectively position Salients products to potential new end users andassist the outside sales team to move these opportunities all the way from leads to final sales. Asuccessful BDR will manage a sales territory of the US market as well as the new businessopportunities corresponding to a regional sales team. The BDR must manage a pipeline of leadsprovided to them and new business opportunities while also making time for individual prospectingeorts to uncover new leads to fill their pipeline. Internally the BDR will maintain direct relationshipswith his/her Business Development Manager in addition to their regional sales team Sales Directorsinside sales team and the marketing department.Relationship and Account ManagementThe successful BDR will have the following specific relationship responsibilities:Security Consultants Architects and Engineers - These organizations are a primary source for largeprospective projects. The objective when working with these professional organizations is to becomespecified in the projects they are working on. The successful BDR will assist these organizations bytransferring general and detailed knowledge about Salients products.End Users Once identified as qualified prospects End Users become a sales target for the RSM.The successful BDR will effectively manage the prospective End User from discovery andqualification through handoff to the RSM and closed won sale.Pipeline ManagementThe successful BDR will manage a pipeline of thousands of end-user leads as well as a growingpipeline of opportunities. The management of this pipeline is critical for the BDRs success. Specificresponsibilities include:Qualify and convert outbound leads into prospective customers; generate sales-ready meetings and opportunities for Regional Sales Managers.Follow scripted materials and demonstrate product expertise when connecting with prospective customers.Use systems such as Salesforce and other sales enablement tools to perform lead generation and track lead progression throughout the sales process.Provide quality support to internal staff partners and external customers in all assigned tasks while upholding Salients values at all times.Activity and TravelThis position may include limited travel. A BDR should plan more specifically to:Keep a consistent weekly schedule of meetings and calls to drive ongoing engagement and outreach.Engage in limited participation in trade shows and events as needed.Visit select customer sites and meet with their Regional Sales Manager (RSM) to strengthen client relationships and collaboration.RequirementsExperience and SkillsPreferred ExperienceExperience making calls and engaging prospects in a previous role.Proficiency in Salesforce and/or ZoomInfo.Experience in business development sales or inside sales is a plus but not a requirement.Skills GeneralExcellent presentation abilities written communication and speaking skills.Proven skills to explain complex problems or solutions in an easy-to understand way.Demonstrates emotional intelligence that enables strong relationships with resellers consultants technology partners end users and colleagues.Proven organizational skills and attention to detail.Skills SalesAbility to qualify end users and resellers/integrators as prospects.Ability to move prospects through your pipeline.Techniques for establishing and maintaining strong relationships with resellers/integrators end users technology partners. consultants and key colleagues.Skills - TechnicalWillingness to learn the video surveillance market.Demonstrate knowledge of video surveillance systems in general and be able to discuss features benefits and solution selling skills to solve end user problems or eliminate end user pain points.Additional RequirementsCandidates will be subject to a background check in accordance with federal and state regulations.Candidates must possess a valid drivers license and maintain a clean driving record throughout their employment.Equal Employment OpportunitySalient Systems is an equal opportunity employer that is committed to diversity and inclusion in theworkplace. We prohibit discrimination and harassment of any kind based on race color sexreligion sexual orientation national origin disability genetic information pregnancy or any otherprotected characteristic as outlined by federal state or local laws.This policy applies to all employment practices within our organization including hiring recruitingpromotion termination layo recall leave of absence compensation benefits training andtransfer. Salient Systems makes hiring decisions based solely on qualifications merit and businessneeds at the time. Key Skills Business Development,Sales Experience,Direct Sales,B2B Sales,Marketing,Sales Pipeline,Salesforce,Strategic Planning,Enterprise Sales,negotiation,Lead Generation,Contracts Employment Type : Full Time Experience: years Vacancy: 1