Description

Account Development Representative (ADR) will own the coordinated process of developing a qualified pipeline in a target addressable market. This is accomplished by setting and conducting meetings with target contacts that result from running proactive multi-touch sequences into target accounts 

Strategically coordinate personalized, multi-channel, multi-threaded, outbound activities to target various buying personas and create high-value opportunities in target accounts.  These contact touch sequences make it possible to deliver a relevant solution and use case specific content, that effectively generates the pipeline that fuels Igneous’ revenue engine.

This position requires heavy outbound phone calling, strategic email composition, active listening skills, consultative selling skills and tight collaboration with Regional based Sales Managers in order to generate new clients and maintain the existing customer base.  The ADR will be expected to be data-driven, able to self-manage their pipeline and report on touch activity and stay thoroughly informed on the Igneous platform and relevant industry trends in general. They must have the maturity, confidence, and willingness, to roll up their sleeves and work closely with Igneous Sales Leadership and Marketing as well as the Alliance and Channel in their respective territories.

Core Responsibilities:

• Own prospecting activities, including Account, Contact and Lead management with an assigned territory for all inbound and outbound 
• Meet or exceed meeting quota through email/phone/social based prospecting & qualification.
• Drive open Pipeline, in partnership with Regional based Sales Managers and Channel Partners, in an effort to continually nurture early-stage opportunities.
• Develop and execute on a strong prospecting plan of attack, including email/call scripts, audience segmentation, and approach.
• Qualify interested prospects and arrange sales meetings.
• Provide program support for all Channel and Alliance initiatives.
• Deliver sales presentations and product demos when necessary.
• Conduct research of Target Accounts and track all relevant activity using SalesForce.com (including prospect touches, emails, calls, and social outreach).
• Quickly learn the technical aspects of the product, effectively communicate the value proposition and be able to react to objections, competitive questions and other FAQ's.
• Proactively manage your schedule, pipeline, and campaigns in order to meet milestones and objectives.
• Collaborate successfully with Field Sales and Marketing to optimize team-selling productivity.
• Provide value-added market intelligence to the Sales, Marketing, Product, and the Customer Success team.
• Drive attendance to and if needed attend field events.

Essential Skills:

• Demonstrated ability to deliver above expectation results in driving pipeline revenue opportunities for enterprise software level deals.
• Demonstrated ability to conduct extensive call and email campaigns and navigate complex accounts.
• Excellent organizational, analytical, and problem-solving skills.
• Creative tactics to reach influencer and key decision makers within enterprise IT.
• Team player with solid communication and presentation skills.
• Strong skills in data analysis & sales tools use.
• Ability to share best practices, continually improve processes and messaging, and provide clear and consistent reporting to leadership.
• Ability to work independently & proactively in a dynamic and aggressive startup environment.
• Expected to attend regional events and be able to travel to client sites as needed.
• Positive attitude and excited to work in a fast moving, high growth company with an opportunity to drive revenue growth and advance a career in sales.