• To conduct prospecting call and desk research database of potential accounts in order to ensure all key details – decision maker names, addresses, current IT providers, etc. – are identified as well as mapping the decision-making structure of each target account.
• To utilize specialist research tools (i.e. LinkedIn/ online research) to identify business challenges and sales opportunities within targeted accounts to produce a regular flow of qualified sales ready leads for the direct and channel sales team to pursue.
• To build / nurture close business relationships with selected accounts in order to ensure that our solution is at the forefront of their thinking when ready to review or has a critical business need.
• Qualify prospects against established criteria prior to passing them to field sales team or channel sales team as marketing qualified leads (MQLs).
• Receive pre-determined groups of prospects back from field or channel sales for further nurturing using both the telephone and email.
• Process in-bound leads, both telephone and web-based (eg. Request a quote or contact us from through the company website)
• To work closely with Regional Sales Director and the sales team on any local campaigns or óne off’ events – such as Webinars & industry events – in terms of both profiling and follow up.
• To accurately update and maintain Salesforce.com and weekly pipeline forecasts on the volume of leads expected to achieve MQL status.
• To take part in regular óne to ones’ with Field Marketing / Marketing Operations to give/receive feedback, monitor performance / identify training needs. Take responsibility for the acquisition, structure & integrity of company and contact data, including customers, prospects and Multi-National Corporations (MNCs).