Business Development Representative ANZ

Acronis is a world leader in cyber protection—empowering people by providing them with cutting-edge technology that enables them to monitor, control, and protect the data that their businesses and lives depend on. We are in an exciting phase of rapid-growth and expansion and looking for a Business Development Representative who is ready to join us in creating a #CyberFit future and protecting the digital world!

Acronis is looking for a skilled business development representative (BDR) who will be responsible for identifying and developing new opportunities for our sales teams in the field of hosting, virtualization and cloud. The BDR will generate demand primarily via outbound prospecting into assigned accounts and territories. In addition, the BDR will use a spectrum of tactics including telephone, email, social media and chat. The BDR may also further qualify demand by using targeted prospects from a database or leads generated by marketing automation (MAP) platform based on the score assigned to the prospect. The goal of the BDR is to nurture the lead and set up a qualified appointment that ultimately convert to deals.

Every member of our “A-Team” has an instrumental role and impact on the success of Acronis’ innovative and growing business, so we are looking for someone who enjoys working in dynamic, global teams and thrives in a fast-paced and rapidly changing work environment. Just like everyone at Acronis, the ideal candidate will embody all of our company values: responsive, alert, detail-oriented, makes decisions, and never gives up.

WHAT YOU'LL DO

• Handle incoming leads from all the channels including chats, phone calls, and emails to qualify the customers using specific criteria (BANT).
• Demonstrate a customer centric behavior by understanding the requirement of the prospect or lead and utilize all available resources to propose the best solution.
• Generate new demand (e.g., individual leads) for the Acronis sales organization that are created through marketing driven activities, campaigns, trade shows etc
• Qualify demand (e.g., individual leads) against established criteria (BANT) before passing a lead to inside Sales representative, field representative or partners as qualified leads.
• Nurture predetermined groups of prospects from a database, field, or sales by using multiple touch tactics (e.g., telephone, email, social)
• Provide accurate forecasts on agreed frequency to marketing and sales on the volume of qualified demand expected to reach the qualified stage.
• Track and manage prospecting, qualification, and nurture activities in the company’s Sales automation system by keeping records current. Make contact actualization and discovery.
• Conduct meaningful, productive conversations with individuals representing the buyer personas targeted by the organization.

TECHNOLOGIES SUPPORTING THE ROLE

• Marketing automation platform
• Social media tools
• Sales Force automation systems

WHAT YOU BRING (EXPERIENCE & QUALIFICATIONS)

• Ability to work under pressure
• One to five years of prospecting experience, depending on the complexity of the product/solution being sold, as well as the level of prospect being called (e.g. IT buyer vs. CXO)
• Active listening to assess prospect needs and opportunities
• Ability to articulate a reasonable value proposition on every call
• Ability to perform prospect and account research to prepare for calls
• Ability to use existing and emerging social media tools to monitor targeted accounts and buying groups, and identify trigger events for follow-up
• Discipline and energy to maintain high activity volumes (e.g., a minimum of 50 outbound calls and 25 additional outbound touches per day)
• B2B experience selling a similar type of offering into a similar type of market
• Familiarity with Marketing automation platform and Sales Force automation systems
• Salesforce.com advanced knowledge and experience
• Ability to work with data-driven sales analytics
• Multi-tasking ability and the ability to set and reset priorities.
• Excellent communication and presentation skills (verbal and written)
• Customer first attitude
• Bachelor/ master’s degree in business, computer science, communications or equivalent job experience or equivalent combination of education & experience
• At least 2-5 years’ experience in a similar role in a software industry
• Strong knowledge of internet technologies and web hosting products/services

WHO WE ARE

Acronis is revolutionizing cyber protection by unifying backup, disaster recovery, storage, next-generation anti-malware, and protection management into one solution.  This all-in-one integration removes the complexity and risks associated with non-integrated solutions and offers easy, complete and reliable data protection for all workloads, applications, and systems across any environment—all at a low and predictable cost.

Founded in Singapore in 2003 and incorporated in Switzerland in 2008, Acronis now has more than 2,000 employees and offices in 34 locations worldwide. Its solutions are trusted by more than 5.5 million home users and 500,000 companies, and top-tier professional sports teams. Acronis products are available through over 50,000 partners and service providers in over 150 countries and 26 languages.

Acronis is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, marital status, national origin, physical or mental disability, medical condition, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, gender identity or expression, or any other characteristic protected by applicable laws, regulations and ordinances.

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