Inside Sales Representative (Remote, US)

Opengear designs and manufactures products for data center and remote site management. We are a rapidly growing supplier of sophisticated data center, network and remote site management products. Our customers include tech unicorns and Fortune 100 companies. We are the leading supplier of out-of-band solutions for IT infrastructure management and are actively exploring new solutions for hyper-scale data center deployment and management. We are a global company with offices in Utah (Sandy), New Jersey (Edison) and Australia (Brisbane).

 

The Business Development Inside Sales Representative (BD ISR) at Opengear is a key role focused on identifying, prospecting, and developing new business opportunities. This position requires an initiative-taking, purposeful individual who excels in generating new pipeline and driving revenue growth. The BD ISR will be responsible for building relationships with potential customers, understanding their needs, and positioning Opengear’ s solutions to address their challenges.

 

• Prospecting and Lead Generation:

• Identification of Untapped Markets: Highlight the opportunity to explore and penetrate new markets that are currently underrepresented in the company's client base.

• Competitive Edge: Emphasize the importance of staying ahead of competitors by aggressively pursuing new business opportunities and establishing the company as a leader in the industry. (Opengear has a great history and story to tell)

• Develop a strong pipeline of qualified leads through cold calling, email campaigns, social media engagement, and other lead generation activities.
• Collaborate with marketing to maximize the impact of campaigns and events on lead generation.
• Qualification and Discovery:
• Engage with prospects to understand their IT infrastructure needs, challenges, and decision-making processes.
• Qualify leads based on established criteria to ensure alignment with Opengear’ s target customer profile.
• Schedule and conduct discovery calls and product demonstrations in collaboration with the sales engineering and field sales teams.
• Sales Pipeline Management:
• Maintain and update accurate records of all sales activities and customer interactions in Salesforce (SFDC).
• Track and manage the progression of leads through the sales funnel from initial contact to closed business.
• Work closely with field sales teams to hand off qualified opportunities and ensure smooth transitions.
• Focus on New Logo Accounts: The ISR can concentrate on identifying and nurturing potential clients who are not currently doing business with the company.

• Sales Target Achievement:
• Incremental Revenue: Demonstrate how the new ISR role will contribute to incremental revenue by closing deals with new clients and potentially winning back “lost” or “1-time” buys” - expanding the customer base.
• Sales Cycle Efficiency: By having a dedicated resource, sales cycles can be shortened, and conversion rates improved, leading to faster revenue realization.
• Meet or exceed quarterly and annual sales targets for new business.
• Continuously seek out new opportunities to expand Opengear’ s market presence.
• Market and Product Knowledge:
• Stay informed about Opengear’ s products, services, and industry trends.
• Educate potential customers on the benefits and features of Opengear’ s solutions.
• Provide feedback to product and marketing teams based on customer interactions and market insights.

• Experience:
• 1-2 years of experience in a sales or business development role, preferably within the IT or technology sector.
• Proven history of achieving or exceeding sales targets in a hunting role.
• Skills:
• Strong prospecting, negotiation, and closing skills.
• Excellent communication and people skills.
• Ability to quickly understand complex technical solutions and articulate their value to potential customers.
• Proficiency in using CRM software, preferably Salesforce (SFDC).
• Attributes:
• Initiative-taking, purposeful, and able to thrive in a demanding environment.
• Strong analytical and critical thinking skills.
• Collaborator with the ability to work independently and collaboratively

 

Digi International offers a distinctive Total Rewards package including a short-term incentive program (eligible for quarterly payment), new hire stock award, paid parental leave, open (uncapped) PTO, and hybrid work environment in addition to our competitive medical, health & wellbeing and compensation offerings.

 

The anticipated pay range for this position is $64,000-$96,000, which includes base salary commission target.  Pay ranges are determined by role, job level and primary job location. The range displayed reflects the reasonable range we anticipate paying for this position and reflects the cost of labor within several U.S. geographic markets. The specific salary offered within the range will depend on various factors including, but not limited to the candidate’s relevant and prior experience, education, skills, and primary work location.  It is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each position. Pay ranges are typically reviewed and updated annually.

At Digi, we embrace diversity and inclusion among our teammates. It is critical to our success as a global company, and we seek to recruit, develop and retain the most talented people from a diverse candidate pool. We are committed to providing an environment of respect where equal employment opportunities are available to all applicants and teammates.

*Please note that we are unable to provide visa sponsorship for this position. This includes, but is not limited to, work visas, employment-based visas, or residency sponsorship. Candidates must have valid work authorization in the United States at the time of application. Visa applications of any kind will not be considered.