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As a Sales Development Representative (SDR), you will be responsible for generating new business opportunities for the entire Sophos product suite. This high impact position has been created to help accelerate the growth of Sophos across Australia and New Zealand (ANZ), by proactively generating high value new business opportunities from mid-market and enterprise organizations.
The Sales Development Representative’s primary function is to proactively uncover, nurture and generate new business opportunities for the Sophos’ sales teams by leveraging both inbound marketing-generated leads and via strategic outbound prospecting.
These qualified opportunities will then be passed to our Sales team and partner network for follow-up and closure. The SDR role is a key link between marketing and sales.
Please note this is a hybrid role for which we are looking for candidates to be based in Sydney, Melbourne or Brisbane – with full rights to work in Australia.
This role can be based in Sydney, Melbourne or Brisbane
What You Will Do
- Based in Australia, the primary focus is to identify new business opportunities in the Australia and New Zealand (ANZ) mid-market and enterprise sectors, through both inbound and outbound prospecting activities.
- You will manage a funnel of inbound leads coming in from our website and leads created from field marketing activities such as webinars and events
- You will also research and hunt for new business opportunities using outbound prospecting techniques and making use of tools such as Cognism, ZoomInfo and LinkedIn Sales Navigator
- You will leverage various data sources, qualitative data insights and prospecting information to build a significant ‘target prospect’ pool to nurture leads and ultimately convert them into high-quality sales opportunities for sales.
- Conduct high-quality discovery calls with prospects and develop the ability to articulate value and sell cutting-edge technology solutions to businesses throughout the region.
- Become an expert on information security to be able to advise prospects and customers.
- Uncover and compose detailed, succinct summaries of prospects' infrastructure, pain points and business needs.
- Create high-value, detailed and well-qualified Sales opportunities from accounts with 100+ employees
- Achieve quotas around volume of opportunities generated and pipeline contribution from high daily activity levels.
- Secure Sales appointments with Senior Decision Makers
- Build and nurture a comprehensive prospecting list to ensure a continual prospect pipeline
- Capture useful intelligence to drive future new business activity
- Input information into the company CRM and leverage this and 3rd party sources to research prospects.
- Work closely with field marketing to understand and help execute successful field campaigns and Account-Based Marketing (ABM) programs.
- Develop a strong partnership with the sales team to ensure an enduring and highly productive relationship, based on mutual success.
- Attend and participate in weekly/monthly team meetings.
What You Will Bring
- A strong business acumen and passion for technology and security in the B2B space
- A minimum proven 1-2 years experience as an SDR in new business roles, preferably from a technology consulting/vendor background
- Graduates with a strong educational background in business or technology are also welcome to apply
- Experience and track record in an Outbound lead generation environment desired
- Experience in Australia and New Zealand markets is highly desirable.
- Experience with objection handling and overcoming rejections.
- Have worked with sales reps/account managers for appointment-setting.
- Experience in the IT and/or IT Security Industry in the B2B space
- Knowledge of CRM systems and SDR productivity tools (Salesforce and Outreach).
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