Business Development Respresentative

Company Description

About Salient The company manufactures and markets video surveillance and video management systems. Salient is an innovative entrepreneurial enterprise, having experienced its initial growth in the 2010s during the analog to IP transition of cameras. Salient offers multiple versions of its systems, including a classic on-premise version, a hybrid cloud version, and a camera to cloud solution. This enables an end user to choose the appropriate version to best meet their individual needs. The company’s products are open-architected and encourage best of breed integrations from leading software providers around the world.

About the Job 

The BDR position at Salient provides an opportunity to work closely with our

outside sales team to identify potential new customers, resellers, and consultants. As a Salient BDR,

you will be tasked with not only setting initial product demonstrations to end users, resellers or

consultants with the sales team but assisting the sales team as they continue to work these

opportunities to closed won sales.

Key Attributes, Talents and Characteristics for Success

A successful BDR should be incentive driven, ambitious, a team player, a hunter, and a closer.

Characteristics that are important include the following:

• Has an interest in video surveillance, security, analytics, business intelligence, and technology in general,
• Is self-motivated, self-starting, self-improving, and competitive.
• Possesses exceptional presentation and communication skills,
• Demonstrates a mastery of the written word, attention to detail, and the ability to explain complex concepts and ideas,
• Demonstrates exceptional organization skills,
• Understands the needs of a partner, a prospect, or a customer, identify specific pain points or desires, and communicate what can be done to help,
• Has the ability to work under pressure, in collaboration with others, and to provide leadership when called on to do that.

Job Description

The BDRs responsibilities is to effectively position Salient’s products to potential new end users and

assist the outside sales team to move these opportunities all the way from leads to final sales. A

successful BDR will manage a sales territory of the US market as well as the new business

opportunities corresponding to a regional sales team. The BDR must manage a pipeline of leads

provided to them and new business opportunities, while also making time for individual prospecting

eorts to uncover new leads to fill their pipeline. Internally, the BDR will maintain direct relationships

with his/her Business Development Manager in addition to their regional sales team, Sales Directors,

inside sales team, and the marketing department.

Relationship and Account Management

The successful BDR will have the following specific relationship responsibilities:

Security Consultants, Architects and Engineers - These organizations are a primary source for large

prospective projects. The objective when working with these professional organizations is to become

specified in the projects they are working on. The successful BDR will assist these organizations by

transferring general and detailed knowledge about Salient’s products.

End Users – Once identified as qualified prospects, End Users become a sales target for the RSM.

The successful BDR will effectively manage the prospective End User from discovery and

qualification through handoff to the RSM and closed won sale.

Pipeline Management

The successful BDR will manage a pipeline of thousands of end-user leads as well as a growing

pipeline of opportunities. The management of this pipeline is critical for the BDR’s success. Specific

responsibilities include:

• Qualify and convert outbound leads into prospective customers; generate sales-ready meetings and opportunities for Regional Sales Managers.
• Follow scripted materials and demonstrate product expertise when connecting with prospective customers.
• Use systems such as Salesforce and other sales enablement tools to perform lead generation and track lead progression throughout the sales process.
• Provide quality support to internal staff, partners and external customers in all assigned tasks, while upholding Salient’s values at all times.

Activity and Travel

This position may include limited travel. A BDR should plan, more specifically, to:

• Keep a consistent weekly schedule of meetings and calls to drive ongoing engagement and outreach.
• Engage in limited participation in trade shows and events as needed.
• Visit select customer sites and meet with their Regional Sales Manager (RSM) to strengthen client relationships and collaboration.

Experience and Skills

Preferred Experience

• Experience making calls and engaging prospects in a previous role.
• Proficiency in Salesforce and/or ZoomInfo.
• Experience in business development, sales, or inside sales is a plus but not a requirement.

Skills – General

• Excellent presentation abilities, written communication and speaking skills.
• Proven skills to explain complex problems or solutions in an easy-to understand way.
• Demonstrates emotional intelligence that enables strong relationships with resellers, consultants, technology partners, end users and colleagues.
• Proven organizational skills and attention to detail.

Skills – Sales

• Ability to qualify end users and resellers/integrators as prospects.
• Ability to move prospects through your pipeline.
• Techniques for establishing and maintaining strong relationships with resellers/integrators, end users, technology partners. consultants, and key colleagues.

Skills - Technical

• Willingness to learn the video surveillance market.
• Demonstrate knowledge of video surveillance systems in general, and be able to discuss features, benefits, and solution selling skills to solve end user problems or eliminate end user pain points.

Additional Requirements

• Candidates will be subject to a background check in accordance with federal and state regulations.
• Candidates must possess a valid driver’s license and maintain a clean driving record throughout their employment.

Equal Employment Opportunity

Salient Systems is an equal opportunity employer that is committed to diversity and inclusion in the

workplace. We prohibit discrimination and harassment of any kind based on race, color, sex,

religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other

protected characteristic as outlined by federal, state, or local laws.

This policy applies to all employment practices within our organization, including hiring, recruiting,

promotion, termination, layo, recall, leave of absence, compensation, benefits, training, and

transfer. Salient Systems makes hiring decisions based solely on qualifications, merit, and business

needs at the time.