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Summary / Role Purpose
The Sales Development Representative plays a key role in creating and developing opportunities for new business by generating qualified leads for the Ansys, Inc. sales team. The Sales Development Representative is responsible to partner locally with field sales and channel team to nurture leads with the intent of delivering qualified opportunities to sales based on predetermined criteria. In addition to lead generation and development, the Sales Development Representative is responsible for engaging customers during Ansys event and tradeshows, updating the CRM databases with information gathered with every prospect contact. The successful Sales Development Representative generates Lead development through significant engagement in a business-to-business environment and use of internet/internal database resources to identify and profile new customers. The Sales Development Representative is an active team player, fostering sales and marketing collaboration and alignment towards joint goals.
Key Duties and Responsibilities
- Accountable to support the lead qualification, routing and administration process (where applicable) at Ansys.
- Generating new business and interest through account-based marketing programs, involving email and calling campaigns
- Follow up on prospect inquiries relating to Ansys software products, qualify them by applying sales and technical expertise and pass them to the appropriate opportunity owner and help to schedule meetings, appointments, and demos where needed.
- Effectively partner and work across the Marketing, Sales, Channel and Product teams to support achievement of Sales target.
- Research, identify and create new market opportunities through targeted engagement into prospect accounts.
- Work closely with key internal teams and engage current accounts to develop account intelligence, relationship maps, and use case opportunities through direct account engagement and insight tools to expand awareness, education, referral networks.
- Collaborate with marketing teams on the marketing plans & campaigns (marketing material, seminar, webinar, Ansys events, tradeshows and digitally led customer engagement programs, etc) and ensure traffic at these events.
- Ensure the data integrity & consistency in CRM by updating the lead and/or contact info and account/prospect intelligence gathered to provide visibility to market opportunities in assigned territory.
- Contribute to efficient and useful reporting of different lead aspects per territory.
- Develop and communicate ongoing improvements to the process of prospecting for and qualifying leads.
- Work on special territory-specific projects and team-specific responsibilities as directed.
Minimum Education/Certification Requirements and Experience
- Education & Years of Experience: Bachelor’s degree in business, marketing, engineering or related field with 0+ years’ experience in an inside sales function, sales or presales environment of complex technical / industrial products OR 4+ years’ experience in an inside sales function, sales or presales environment of complex technical / industrial products
- Technical aptitude and/or 1 year of experience in an industrial/technical sales environment
- Excellent record of customer service and customer satisfaction
- Experience in leveraging social media to identify and engage with key decision makers.
- Good telephone etiquette and computer literacy skills
- Understanding of sales automation tools and the sales process
- Fluent verbal and written in English and local language.
- Fluent in English and in the local language of the territory
- Travel: 5 – 25%
Preferred Qualifications and Skills
- 0-1 year experience working in a sales and/or customer relations environment
- Well-organized, self-directed team player.
- Good time management and analytical skills
- Able to assess business opportunities based on predetermined criteria in order to align opportunities with sales
- Able to understand industry issues and apply software value statements in order to engage with prospective customers in a meaningful and mutually beneficial manner
- Ability to engage with prospective customers based on open probes and creation of value statements.
- Prioritizes and plans work activities, uses time efficiently and develops realistic action plans.
- Understanding of SalesForce.com