Sales Development Representative

ServiceSource - Nashville, TN3.5

Full-timeEstimated: $46,000 - $65,000 a year
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EducationSkills
At ServiceSource, we strive to find and grow exceptional people like you.

Working at ServiceSource, you will be a part of an engaging, energetic, and entrepreneurial work environment while having the stability and influence of a nearly 20-year industry leader behind you.

ServiceSource is a place where you can GROW, both personally and professionally, while expanding your skills in sales, customer success and people management.

As a Sales Development representative, you will be responsible for identifying robust sales opportunities, profiling prospective customers, discovering their needs and driving new business for Google Cloud Sales through various outbound campaigns. Agents may be given a set of new accounts or a list of existing Google Cloud customers who are still on a trial period, to try to convert them into an opportunity, and then pass on to the respective sales department.

Agents will work both independently and in collaboration with marketing and sales teams to source, contact, and engage prospective customers interested in evaluating Google Cloud products.

Agents need to be detail oriented, highly proactive and organized to contact many prospects. Ideal candidates thrive in a fast-paced, goal-oriented environment, strive to hit and exceed sales targets and are motivated by generating their own pipeline.

The Position:
Knowledge and Use of Tools

Understand Google Cloud ecosystem and the value prop to businesses of different solutions (SaaS, IaaS & PaaS), verticals, sizes, and audiences.
Understand our internal processes around outreach, rules of engagement, and policies involving spam and mass mailers.
Use expert knowledge in CRM to ensure accounts, leads, and opportunities are accurate
Able to process high volume of calls and emails.
Familiarity with SFDC and how to manage individual and team campaigns.
Diligently documents customers notes and deal details over the course of a customer's interaction (using SFDC.com) to ensure that clarity on the current and past state of customer interaction is available to all stakeholders at any given point in time.
Able to process high volume of calls and emails.
Effectively use Google productivity tools, email, telephony, chat and video conference solutions
Execution and Productivity

Work towards team and individual goals for key performance indicators, like service-level agreement ("SLA"), conversion rates, opportunities and pipeline.
Execute outbound prospecting campaigns to find, contact, and engage prospective customers interested in evaluating Google Cloud products.
Execute daily outbound phone calls and emails, contact C-level decision makers, build quick rapport and assess needs.
Outbound calls to existing GCP customers who are still on a trial period, to try to convert them into an opportunity, and then pass on to the sales department.
Help prospects get excited and engage with Google Cloud teams to evaluate product offering.
Strive for high prospect engagement to put them in contact with Sales teams.
Work collaboratively with Sales and Marketing teams and support them in reaching their targets.
Leverage current partner relationships when supporting customer needs and route leads to qualified partners for customized solutions.
Use Salesforce.com ("SFDC") systems to ensure customer data is accurate and actionable in accounts, leads, and opportunities.
Navigate, analyze and interpret technical documentation for Google Cloud products.
Leverage a Learning Management Solution ("LMS") for training and certification.
Triage prospective customers based on the express, or uncovered, needs of their business.
Understand prospects' pain points, gather technical requirements, correlate business needs to available Google Cloud solutions (solution-selling) and build value for next steps in the sales process.
Communication

Excellent language skills written and verbal - completely fluent with very little to no detectable accent
Correct Grammar
Familiar with native culture and colloquialisms
Able to write professional and compelling emails
Effectively use productivity tools, email, telephony, chat and video conference solutions.
Phone skills
"Can do" attitude - resourceful, determined to reach the right point of contact and create opportunities
Active listening; answers questions asked or acknowledges that they can’t answer the question and explains why not
Polite and patient with prospective customers
Attitude and Behavior

Experience in IT sales prospecting, with strong sales acumen and ability to persuade others and read situations well.
Experience in cold calling and successfully managing a large portfolio of accounts and contacts.
Experience using Salesforce or other CRM platforms.
Adaptable and comfortable with ambiguity- able to manage multiple tasks with shifting priorities and varying deadlines.
Empathetic, inquisitive and perceptive - really listens and understands the underlying needs of the business.
Able to identify key decision makers and relevant stakeholders in a business conversation.
Friendly- display a “Googley”, proactive and positive attitude in all interactions with Google’s prospects and customers.
Implements feedback given and takes it positively and constructively.
Goal oriented, self-motivated individual who is proactive, confident competitive and tenacious.

What you should have:
Bachelor’s degree in business/marketing (in lieu, min. 2 years of relevant work experience).
1 years B2B sales, marketing or business development experience, preferably at a tech company/startup.
Excellent communication and presentation skills, both written and verbal, with a proactive and positive approach to tasks.
Objective and analytical approach to decision making.
Performance oriented, confident and proactive individual motivated by sales/activity targets.
Strong work ethic and ability to work with minimal supervision Proven ability to become an expert in new technologies in a short time frame.
Ability to assess a prospect's needs and recommend a course of action through the selection of the most effective marketing assets.
A basic understanding of Cloud industry (SaaS, IaaS & PaaS).
Understanding of local market and local business environment.