The SDR is responsible for identifying, validating, creating, and qualifying new account opportunities in assigned accounts, territories, or buying centers for the channel, inside and field sellers to pursue. SDRs use a spectrum of tactics, including phone outreach with voicemail, email, social media, and chat, to connect with prospects and foster meaningful interactions. SDRs qualify marketing-generated demand, which is demonstrated by engagement with marketing campaigns, specific actions, and meeting the scoring threshold. These initial marketing interactions are used as starting points to identify and engage other members of the buying group in an outbound effort to further validate buying signals and qualify the potential opportunity.

 

KEY RESPONSIBILITIES

Aligns with the manager and conducts under appropriate supervision the following responsibilities:

Generate new demand (e.g., opportunities with buying group members attached) for the channel and sales organization to pursue. Qualify marketing-generated demand against established criteria before passing a qualified opportunity to sales reps (inside or channel) and/or account executives. Discover, validate, and reach out to additional personas or members of a buying group that may be involved in the buying decision and share this with sales. Nurture predetermined groups of prospects for field, inside or channel sales by using multiple touch tactics or cadences to foster meaningful interactions and determine the level of interest for potential opportunities. Comply with all demand management-related service-level agreements. Track and manage account info, prospecting, qualification, and nurture activities, in the company’s CRM (Salesforce) Reach and have meaningful, productive conversations with individuals representing the buyer personas targeted by the organization. Make a high level of outbound calls. Penetrates organizations with Veeam products maximizing coverage within a defined region. Coordinates sales activities within the expanded Veeam Team Develops and maintains a solid working knowledge of Veeam Software and related products and the benefits they provide to potential prospects. Meet identified monthly KPIs (example: # leads converted to sales qualified opportunity, number of leads generated, number of meetings set up by sellers) Participate in call out days and events. Participate in ongoing enablement around product releases, marketing updates, sales methodology and customer buying behaviors.

 

Success Metrics

Activity levels (e.g., talk time, dial and connect volumes, emails sent, social engagement, chat) Percentage of opportunities with validated buying group members attached and converted to forecastable sales pipeline. Number of qualified appointments set. Pipeline generation as in # of opportunities Customer outreach - # of meetings set up for sellers. Process adherence metrics (e.g., SLAs, cadence execution) Pipeline Quality - % of pipeline that close/wins New logos

 

COMPETENCIES

Driving for Results Targeting Sales Opportunities Creating Demand Through Insight Account Planning Qualifying Sales Advancing Sales Discussions Adaptability Energy Stress Tolerance Building Trusting Relationships Active Learning Communication Positive Approach Sales Persuasion

 

EXPERIENCE

Bachelor’s Degree (a combination of education and experience will be considered) Previous sales experience, ideally of high-tech products/services, is a plus Outbound calling and/or Revenue Development Representative experience is a plus Technical education and technology understanding of storage backup, cloud backup and the key manufacturers in the industry that Veeam works with is preferred. Ability to multi-task, prioritize, and manage time effectively. Ability to adapt to changes in roles and responsibilities.

 

KNOWLEDGE

Social medias and social selling best practices Collaboration across internal teams to ensure actionable results. Ability to work independently with limited direction in a fast-paced environment; must be a high-energy, motivated self-starter. Knowledge of basic business research tools (LinkedIn, Google, Salesforce or similar CRM, Hoovers) Excellent correspondence skills (Outlook, Instant Messaging, and over the phone) Exceptional verbal and written communication skills

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