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Lead Development Representative

Location: Parsippany, NJ
Job # 6050912
Date Posted: 09-09-2015
Lead Development Representative (LDR)

Our client is an industry leading IT Solutions Provider with over 30 years of success supporting clients and customers.  They are looking for a Lead Development Representative to join their growing team.

An LDR’s job entails selling or introducing new Business Solutions products, solutions and services to new prospects and established clients to generate leads.  The LDR will manage the process from pipeline development through final qualifications including the setting up meetings and working with the Enterprise Sales staff to transition those opportunities.  The person will also cultivate leads from marketing generated activities, sales campaigns as well as cold calling for the Business Solutions Practice. 
As a LDR, you will be primarily responsible for cold-call prospecting and telesales in support of targeted sales and marketing campaigns. Assist sales and marketing teams (Directors, Practice Leaders, Client Solution Executives) to support their respective lead generation and activities.  Update and maintain contact, account, activity, task, and other key information in CRM.  Perform coordination and completion of telesales campaigns in support of all lead generation efforts. Establish timeline and metrics to achieve campaign to close initiatives.

The focus area of this person would be ECM, Workflow and Collaboration for our three main vendors (Alfresco, Microsoft and iManage), with some of the time spent on Microsoft Cloud and campaigns.
“Enterprise content management, as a form of content management, combines the capture, search and networking of documents with digital archiving, document management and workflow. It specifically includes the special challenges involved in using and preserving a company's internal, often unstructured information, in all of its forms.”

Desired Skills and Experience
  • Develop and achieve a regional lead generation plan, meeting or exceeding monthly or annual targets
  • Make cold calls, schedule face-to-face meetings, and drive meeting attendance for strategic events and cultivate and nurture sales and marketing campaign initiatives
  • Handle initial sales opportunities during the prospect stage through conversion to qualified lead
  • Effectively communicate product/solution features and benefits, pain points, and needs assessment
  • Identify key decision-makers among targeted accounts in order to start sales process
  • Cooperate with sales management team to determine essential strategic approaches for sales
  • Maintain and expand CRM database of prospects/contacts of the organization
  • Develop strong leads based on budget, authority, needs, and timing
  • Attend sales group meetings concerning sales targets or forecasts, reporting on market situation, competitive environment, and organization/divisional account layouts
  • Monitor and report on a weekly, monthly, quarterly and yearly basis based on goals 
  • Capture and maintain accurate and complete information in customer relationship management system, CRM
  • Attend industry conferences to develop industry expertise and to build network, as needed
Skills and Specifications
  • Able to work in fast-paced, self-directed entrepreneurial environment.
  • Exceptional verbal and written communication skills.
  • Excellent telephone sales personality skills
  • Highly energetic and self-starter.
  • Decision-making, problem resolution and creative thinking skills.
  • Ability to work in a team environment with sales and marketing staff.
  • Prominent organization and presentation skills.
  • Excellent time management skills.
  • Highly proficient level computer skills including Ms Word, PowerPoint, Excel and Outlook.
  • Should be expert in CRM software solutions.
  • Able to multi-task the activities with shifting priorities.
Education and Qualifications
  • Bachelors Degree in Marketing or Business related field.
  • 2 - 4+ years of experience in inside sales, or business development in the IT industry
  • 2 - 3 years of experience in sales lead generation with a B2B technology company preferably with an ECM or Document Management Systems Integrator (products include but not limited to Documentum, OpenText, WorkSite, FileNet, Alfresco).
  • Demonstrated track record of exceeding quotas/goals.
  • Relevant training in inside sales, or equivalent experience
  EEO/EOE Employer - Qualified Minorities and/or Women are Encouraged to Apply
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