The Business Development Representative will assist Business Development Executives (BDE) to drive new business revenue into an assigned vertical territory. You will be required to generate a minimum of 2 new meetings per week for the BDE.   

Travel: ~10%    

ESSENTIAL DUTIES & RESPONSIBILITIES   

• Work with Business Development Executives (BDE) to identify target prospects/stakeholders to engage with  
• Work with marketing and BDEs to create and drive a nurture program to support pipeline development  
• Strategize the stakeholder’s account mapping for top target accounts  
• Work with prospects to identify business challenges through structured discovery conversations  
• Effectively playback your understanding of the identified challenges while also demonstrating the value of Aprimo solutions that help solve these challenges  
• Generate two high quality first time appointments per week for your Account Executive to attend  
• Continue development and maintain a qualified opportunity pipeline that exceeds 3x of the vertical team annual quota  
• Identify any gaps in KPI’s against strategic territory plan  
• Assist your BDE to drive new business revenue into an assigned vertical territory  
• Assist in qualifying and responding to RFIs/RFPs, coordinating and organizing input from multiple sources within Aprimo with your aligned BDE  
• Present relevant proposals and demonstrate the capabilities of Aprimo Application’s software across the range of differing enterprise buyers (Economic/Technical/User/Coach)  
• Utilize existing networks and relationships to build new business  
• Accurately document information on each opportunity through Aprimo’s SFDC CRM tool while always recording/maintaining next steps/actions  
• Share inputs and collaborate with other departments in preparing sales materials, presentations, and technical publications  
• Develop and maintain market knowledge and competitor positioning to be a credible advisor in this space  
• Identify and attend relevant industry events that support pipeline creation   
• Additional responsibilities and duties may be assigned as required   

About You  

Experience you will have:  

· Relevant degree preferred  

· A minimum of 1-year experience in a similar role within a software provider, SaaS, digital or technical sales environment  

· Previous history meeting target goals  

· Proven track record of booking meetings in a purely new business BDM/MDR role – strong performance against target

The successful candidate will possess:   

• Self-starter mentality with the ability to work independently  
• Ability to communicate effectively and promptly  
• Excellent listening and probing skills  
• The ability to focus on identifying and selling to business challenges, not just the technology  
• The ability to demonstrate understanding of digital landscape and importance of multi-channel communications  
• An agile mind and a person who thrives in a fast moving and ever changing sales environment  
• Strong time management, to manage multiple tasks while ensuring activity cadence is at the required level   

Physical Requirements:  

1. Must be able to remain in stationary position 50% of time  

2. Must be able to move 50% of time  

3. Must be able to lift up to 30 lbs. on occasion  

4. The worker is required to have close visual awareness to perform an activity such as: preparing and analyzing data and figures; transcribing; viewing a computer terminal; extensive reading.  

5. Ability to receive detailed information through oral communication at normal speaking levels  

6. Must be able to convey detailed or important spoken instructions to others accurately, loudly, or quickly  

7. This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets, and fax machines.

EEO  

Aprimo provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, gender identification, national origin, age, disability or genetics. In addition to federal law requirements, Aprimo complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.  

ADA  

Aprimo is required to make a reasonable accommodation to the known disability of a qualified applicant or employee if it would not impose an "undue hardship" on the operation of the employer's business. Undue hardship is defined as an action requiring significant difficulty or expense when considered in light of factors such as an employer's size, financial resources and the nature and structure of its operation.