About the Position
The creation of the business development team as part of the overall demand generation and pipeline creation strategy is a critical initiative for a well-established leader in cybersecurity. This team is instrumental in the overall success of company objectives to grow new business both with our partners and end users.
As a Business Development Representative (BDR) at WatchGuard, you will play a critical role in the success of our organization by identifying, engaging and converting prospective partners and end users to new business opportunities. This includes both inbound requests through forms, events and webinars, as well driving outbound engagement to drive new pipeline.
The BDR owns the initial sales engagement with these accounts and drives to set quality meetings for the internal sales teams and partners. The organization counts on you to share the WatchGuard vision, open doors into opportunities and consistently exceed targets and expectations. This is a high energy position requiring an individual who is very motivated, enthusiastic and results driven.
This role sits on the Demand Gen and Marketing Ops team reporting to the Director of Demand Generation Programs and will work closely with the marketing and sales teams. The Demand Gen and Marketing Ops team is a close-knit global team that enjoys collaborating on projects, challenging each other on ideas and sharing laughs on regular team virtual events.
Within one month, you will…
- Complete WatchGuard tools training and begin product training
- Begin emailing and calling hand raiser leads
- Jump on the front lines of our web chat and call queue to accelerate your confidence with the product portfolio
Within three months, you will…
- Be able to prioritize in-market accounts, identify their needs and source relevant contacts
- Confidently complete sales role-play for at least two product lines
- Begin outbounding via email, phone calls, and LinkedIn to your first meetings
Within six months, you will…
- Share your knowledge within the team and help onboard new reps
- Drive to hit your meetings quotas and other goals as assigned
- Optimize the usage of tool stack to fuel your meeting setting success
- Provide recommendations on best practices to improve team effectiveness
A Day in the Life
- Each day will start with a team standup meeting to review the key priorities for the day and offer an opportunity to share what’s working (and what isn’t) with the rest of the team. You’ll sign into our sales queue and web chat to help customers and identify new opportunities to pass to our internal sales teams and partners. Throughout the day you’ll use tools like 6Sense, Salesforce.com, and LinkedIn to provide relevant messaging to the prospects you are contacting through Outreach. In Outreach, you’ll complete your tasks for the day which include making calls, sending emails, and social selling on LinkedIn. Your goal is to qualify the end user and connect them with an Account Manager or directly to a partner. Each week, you’ll sync with your regional territory team to review meetings from the week, goals for the territory and collect any feedback on passed opportunities. Throughout the day you’ll grab some breaks, check-in on your social channels – any new accepted LinkedIn requests or important company news to share on Twitter? The end of the day should be used to prepare for the next day – check to see what new accounts moved in-market, which accounts are responding to content, and who’s requested follow-up. Each week will also provide several opportunities to network and get to know the management team and your fellow WatchGuardians through Coffee Talk sessions, Department Insights events, and a variety of virtual networking events.
Skills and Qualifications
- Strong verbal and written communication skills
- Ability to use intent data and research to personalize emails in pre-defined sequences and to know when to create a custom email
- Skilled in navigating organizations and using social media to find the right prospect to contact
- Strong time management skills, results-focused, and a proactive nature appreciated and rewarded
- Desire to be part of the team and share in your teammate’s success and failures
- Ability to learn quickly and to adapt easily to change
- Passion to help our partners become more profitable and our customers to be more secure
- Experience using CRM systems, Salesforce.com preferred
- Experience using LinkedIn Sales Navigator and other social media platforms in prospecting
- Experience with other tools including Outreach, Marketo, 6sense are a plus
- Bachelor’s degree or equivalent work experience
Experience
- 1 - 2 years’ experience in a sales or business development role
- Technology or software sales experience is a major plus
- Ability to understand the customer’s need and communicate the company value proposition
- Ability to work in a fast paced, team environment
- Excellent written and verbal communication skills
- Strong time management with organizational skills
