Inside Sales Development Representative

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Accellion, Inc.

Accellion is a global leader in secure file sharing solutions. Accellion provides enterprise-class secure collaboration and managed file transfer solutions that provide the ease-of-use employees need, while giving the enterprise organization the security protection it needs. More than 1,200 enterprise organizations, representing seven million business users worldwide rely on Accellion solutions to help keep their enterprise information secure and ensure compliance. Founded in 1999, Accellion is a privately held company headquartered in Palo Alto, California with offices in North America, Asia and Europe.

The Team

Our inside sales team sells to small and medium businesses and is characterized by a high-velocity model – fast turnover of sales opportunities. We are agile and motivated to close the sale quickly.

Inside Sales is responsible for developing active opportunities from Marketing Qualified Leads and existing relationships through outbound activities (calls, emails, etc.), supported via defined process and tools. The tasks result in building a sales pipeline and generating revenue to achieve quota objectives. ISR will be responsible for Lead Development and Opportunities for companies <2500 employees.

Position Overview

Reporting to the Director of Inside Sales, the Sales Development Representative will act as the first contact for many prospects in Accellion’s business with inbound and outbound telemarketing calls. This person qualifies Accellion’s prospects and produces quality leads for the Accellion Sales Force. This person is responsible for meeting sales pipeline targets in their assigned territory. They will diligently work leads as assigned in a pro-active manner.

Responsibilities

  • Execute timely follow up on website inquiries, marketing qualified leads, lead referrals, product information requests, inbound emails, inbound phone inquiries and educate prospects on Accellion’s value proposition.
  • Effectively qualify and develop prospects using a consistent inbound/outbound calling contact process, lead qualification process, lead rating system, and sales process to attain monthly/quarterly/annual objectives.
  • Responsible for the identification of relevant new business opportunities and design "go-to-market" plan to deliver measurable and significant revenues.
  • Use salesforce.com and Marketo to record all Sales activities to ensure accurate forecasting and history, including tasks, leads, deals, and all follow-up activities
  • Maintain average call volume of 40 calls per day (this is a mix of calling on new leads, existing relationships, as well as Opportunity Management tasks). Maintain average daily prospect talk time of 3.5 hours per day.
  • Learn and maintain in-depth knowledge of Accellion’s products, industry trends, and competition.

Minimum Requirements

  • A consistent track record of success in meeting and exceeding sales pipeline development goals.
  • Sale of a solution to corporate IT departments; ideally one related to email, security, or similar technologies that relate to our file sharing solution.
  • The candidate will work from our Palo Alto office every day without exception.
  • Ability to demonstrate time management, telesales skills, knowledge of Accellion’s products and services (training provided), and communicating to C-Level executives.
  • Goal oriented individual with superior written and communication skills using technical concepts.
  • Ability to complete individual goals as well as work in a team environment.
  • Two years relevant business experience preferred.

Qualifications

  • Consistent over-achievement in past experiences and fearless to take on new challenges.
  • Obvious passion and people skills
  • Prior successful sales, lead qualification and/or SaaS experience is a plus but not required
  • Technically adept, experienced with web technologies
  • 4-year degree or equivalent

Apply Now!

Accellion is an equal opportunity employer and does not unlawfully discriminate on the basis of race, color, religion, sex, sexual orientation, gender, gender identity, gender expression, national origin ancestry, age, medical condition, disability, veteran status, marital status, or other prohibited factors under applicable federal, state, and local laws.