Account Development Executive

TN United Kingdom; Reading; On-site; GBP 30,000 - 50,000; Full time

Job summary

An established industry player is seeking dynamic Account Development Executives to join a high-performing team focused on B2B lead generation. In this role, you will collaborate closely with Account Executives to develop strategies for nurturing and qualifying leads while utilizing cutting-edge tools like Salesforce.com. This position offers a unique opportunity to enhance your skills in a fast-paced, innovative environment. With a strong emphasis on personal development and continuous learning, you will be equipped to excel in your career within the sales domain. If you are motivated, tech-savvy, and eager to make an impact, this role is perfect for you.

Qualifications

• Strong verbal and written communication skills are essential.
• Experience in outbound lead generation within a tech environment preferred.

Responsibilities

• Qualify leads using B2B BANT criteria and manage progress in Salesforce.com.
• Work with Account Executives to develop territory strategies.

Skills

B2B Lead Generation

Cold Calling

Communication Skills

Salesforce.com

Social Media Engagement

Analytical Skills

Education

Graduate Degree

1-2 Years Outbound Lead Generation Experience

Tools

Salesforce.com

Outreach

LinkedIn Sales Navigator

DiscoverOrg

Job description

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OPENTEXT
OpenText is a global leader in information management, where innovation, creativity, and collaboration are the key components of our corporate culture. As a member of our team, you will have the opportunity to partner with the most highly regarded companies in the world, tackle complex issues, and contribute to projects that shape the future of digitaltransformation.

The Opportunity:

OpenText has developed global Centres of Excellence for Account Development to support best-in-class cloud software technology and solutions.

You will be joining a social, high-performing team required to collaborate with peers to effectively attract and qualify prospects evaluating the purchase of OpenText solutions. The successful incumbent will be comfortable cold calling, cold emailing & engaging via social media and video. It is important that you have a basic understanding of B2B lead generation and business development. If you are energetic, tech savvy, motivated and creative, this position will challenge and enhance your skillset. This is a quota-carrying role for career–minded individuals that offers a strong introduction and foundation for a future role in Sales, pre-sales, solution consultancy or management with a global software organization. You will receive a best-in-class onboarding and continuous on the job coaching and personalized development to support your professional growth.

ADEs are responsible for partnering with their Account Executives in the field to develop a territory strategy for discovering, nurturing, and qualifying a pipeline of leads, and converting those leads to Sales-qualified opportunities and revenue. ADEs are also responsible for working with their Sales & Solution Consultant Teams to actively support & progress opportunities through the sales pipeline funnel to close. Their prospecting activity is split between outbound, strategic sales–driven prospecting, and following up inbound leads generated from prospect and customer engagement activated by Global campaigns and Regional Field Marketing. Success in this position is measured by qualified pipeline creation, pipeline acceleration and revenue, with activity-based metrics in place to achieve this outcome.

WHAT THE ROLE OFFER:

• ADEs will be assigned opportunities to progress working as part of a ‘win-team’ with an Account Executive and Solution Consultant. Activities include re-engagement to understand any blockers, changes in the buying team or decision-making process, change in organizational priorities, as well as nurturing additional relationships to move the opportunity forward.
• This role will act as a trusted business advisor and build customer relationships via outbound telephone cold-calling and the use of email, social media and video engagement
• This role identifies key contacts and target accounts through Salesforce.com and desk-based research tools (e.g., LinkedIn & DiscoverOrg).
• All lead generation activity, progress & forecasting is tracked and managed within Salesforce.com and Outreach using the approved processes and tools. ADEs provide weekly progress & forecasting updates in their manager 1:1 meeting
• ADEs qualify leads using the B2B BANT criteria: Budget, Authority, Need, Timeline and against approved prospecting sequences within Outreach
• Sales Qualified Leads (SQL) are approved and monitored for quality via our SQL definition process agreed with Sales.

What it takes to excel:

• Achievement of quarterly targets
• Strong interpersonal and effective verbal and written communication skills, with the ability to listen and understand a prospect’s business challenges
• Ability to work unsupervised and within a team environment
• Creative, can-do attitude when researching leads and cold calling prospects
• Ability to adapt in a fast-paced, high-growth tech environment - only constant is change
• Strong organizational, planning and prioritization skills
• Goal-oriented, positive, self-starter with strong analytical skills and a track record of autonomy, ownership, and execution
• Ability & desire for continuous learning
• Experience with Salesforce.com, Outreach, LinkedIn Sales Navigator & DiscoverOrg a plus.
• Graduate or 1-2 years of proven successful outbound lead generation experience in a technology environment preferred

OpenText's efforts to build an inclusive work environment go beyond simply complying with applicable laws. Our Employment Equity and Diversity Policy provides direction on maintaining a working environment that is inclusive of everyone, regardless of culture, national origin, race, color, gender, gender identification, sexual orientation, family status, age, veteran status, disability, religion, or other basis protected by applicable laws.