Business Development Representative

Description

Are you interested in discovering and exploring new business opportunities? Do you have solid phone and persuasion skills and want to break into the world of business-to-government technology sales? Do you want to help communities become safer and more connected through adopting new software and technologies? Tyler Technologies provides the opportunity to help government and schools create safer and smarter communities via industry-leading technology. Tyler is seeking a Business Development Representative to join our Sales Enablement team, reporting to our regional Sales Directors. In this role, you will act as a first point of contact for prospects by assisting with outbound prospecting, inbound lead qualification, and delivering on team targets through cold calling and use of Tyler’s CRM system. The Business Development Representative develops client relationships, applies sales techniques to generate new sales leads, and provides sales groups with a pipeline of well-qualified leads. The majority of the Business Development Representative’s time will be spent conducting cold calls to potential prospects, following up on and further qualifying inbound leads, and developing prospecting account target lists. As the first point of contact for potential prospects, generating interest in Tyler solutions and portraying Tyler’s mission, vision, and values will be an important factor in achieving successful prospect conversations. The ideal candidate has strong phone and persuasion skills and has a passion for developing new business opportunities. Although it is important to develop strong working relationships with division leaders, a flexible hybrid work environment with several days in the office is common. Travel will be needed to attend trade shows, meet with others in the division or the marketing team, and to attend industry events (up to 25-50% travel)   

Responsibilities

• Collaborate with marketing and sales teams for focused prospecting to assist in uncovering potential opportunities and create a pipeline of well-qualified opportunities for the sales team.

• Make cold calls to prospects and provide calling support for marketing campaigns within defined territories and product lines.

• Follow up with inbound leads to determine level of interest, timeframe, and budget to further qualify the lead for sales.

• Maintain Microsoft Dynamics Customer Relationship Management (CRM) system with competitor information, contacts, and account information.

• Develop understanding of the competitive landscape in the public sector market and perfect the delivery of Tyler messaging around assigned software product lines.

• Work with Business Development leadership to produce periodic reporting providing visibility of calling and prospecting activities.

• Monitor and report on follow-up of qualified leads by sales reps

• Develop effective prospecting skills

• Develop knowledge of territory, key competitors, existing Tyler opportunities/relationships, client satisfaction, and key messaging that will lead to meaningful interactions with potential prospects.

• Partner with sales operations and marketing to update CRM records to achieve campaign, marketing, analytic, and data governance goals.

Qualifications

• Bachelor’s Degree in Business, IT or relevant Business or Information Technology field, or comparable work experience.

• Professional phone demeanor; prior prospecting and/or customer service experience

• Previous sales experience is preferred

• Prior exposure to technology/software sales

• Experience with Microsoft Dynamics CRM

• Solid knowledge of Microsoft Office products

• Excellent organizational skills

• Ability to travel occasionally to trade shows

• The Business Development Representative must be able to:    

  • Stay current on new product offerings and communicate Tyler’s product portfolio to potential prospects based on their needs and interests.

  • Have a comprehensive understanding of Tyler’s competitors, buyer personas, pain points, and key messaging to have effective conversations with prospects.

  • Be effective/ comfortable making cold calls, including overcoming objections and quickly building credibility with prospects.

  • Leverage marketing automation, CRM, and lead management processes to discover and further qualify potential opportunities for sales.