Business Development Representative

Does this sound like you?

• Do you enjoy creating a book of business from scratch using your connections, referrals, and digital marketing?
• Do you love to sell technical products and services to business and nonprofit executives?
• Does your background include stellar results as part of a high performing team?
• Are you able to work equally well through others and in the trenches day-to-day to solve problems?

If this sounds like you, this job may be right for you!

What does this job entail?

Our Business Development Representative is the primary resource responsible for new client acquisition. This comes with the tremendous responsibility of identifying the right clients who see technology as a strategic solution and who share our company’s commitment to doing good in the community. As part of this role, you’ll be responsible for generating your own leads, managing your pipeline and the selling process, and closing deals. This position works closely with our Projects team and Helpdesk to ensure the proper solutions are offered and there is a smooth transition from sales to operations.

This position requires a high level of independence, a knack for turning cold leads into opportunities, and strong selling skills suited to a highly technical industry. Organizational ability is important to keep track of all tasks, because the job requires a great deal of multi-tasking. Accurate and timely tracking of prospecting activities, pipeline management, and related documentation including timesheets is required.

What else is important for you to know?

• We are an MSP (Managed Service Provider) offering IT services to schools, cities, and businesses. We have about 30 employees and are located in Detroit. Having previous experience working at an MSP is STRONGLY preferred.
• Managed Services contracts don’t close quickly. You have to have the organization and combination of urgency and patience to closely manage sales cycles that may be 90 days or longer.
• If you've ONLY worked for large companies, our environment will not be a good fit.
• Please make sure you are comfortable with the stated salary range and variable compensation for this position.
• We run our business using EOS, an operating system. Experience with EOS is a plus.
• We have a hybrid work environment. The expectation for this position is to work in our Detroit office W/F and any day of the week where an onsite presence is needed at our office or a prospect’s site.

What are the position responsibilities?

• Prospect for new business daily via personal connections, cold calls, email, LinkedIn, events, etc. This includes creating and managing campaigns through our prospecting software, Apollo.io
• Log prospecting activities in our lead database and update our PSA accordingly
• Work closely with our service departments to scope the proper technical solutions and pricing for each prospective client
• Attend networking events and perform demos for partner and MC services
• Foster strong two-way relationships with our vendors for lead flow, partner events and promotions, and maintaining our partner statuses
• Create and send quotes for our services
• Manage the RFP process for prospective clients that require it
• Do the proper relationship-building and follow-up to consistently close new client deals.

What knowledge, skills, and abilities do you have?

• A commitment to selling ethically in an industry where end users may not understand our products or service terminology
• An ability to educate prospects respectfully and guide them through the purchasing process
• An ability to think creatively about lead sources and anticipate/adapt to market trends
• Experience leveraging a lead database (we use Apollo.io)
• Experience pricing technical solutions and building your own quotes
• Skills associated with consultative selling
• Strong communication skills, both written and verbal
• Knowledge and experience in cybersecurity terminology and IT Managed Services
• Willing to work occasionally and/or be on call overtime, holidays, and weekend

What credentials and experience do you have?

• 3 years presenting, selling and negotiating with C-level business executives
• 3 years selling technical products and services
• Demonstrated experience hitting quotas and exceeding performance benchmarks in a largely unsupervised environment
• Formal sales training (i.e. Sandler or equivalent that speaks to pain, budget, and decision maker process)

What are your key competencies?

• You listen and ask questions more than you speak
• You love solving puzzles and identifying the right solutions to problems, especially when they aren’t obvious
• You thrive on building connection with everyone you meet
• You enjoy the process of selling as much as you like closing the deal
• You are achievement oriented – you like setting big targets and working hard to exceed them