The Inside Sales Representative is responsible for supporting the growth of Fortra’s customer base through prospecting target accounts and utilizing ABS tools. This includes following up on outbound campaigns that provide a prospective stream for Account Representatives and Account Executives. Additionally, as a senior member of the Business Development team, the successful incumbent will provide mentorship and training to newly promoted Inside Sales Representatives.

WHAT YOU’LL DO

• Identify and qualify business opportunities through prospecting target accounts and utilizing ABS tools.
• Initiate telephone calls to develop relationships, identify problems, and propose our software and services.
• Navigate the sales process by identifying the need, positioning the solution, scheduling, and participating in the demonstration of the solution, and qualifying the prospect.
• Communicate customer demand and trends internally.
• Develop and maintain excellent relationships with internal staff and external customers.
• Document all communications with customers diligently in CRM tool.
• Prioritize tasks and multi-task to address current company goals and objectives.
• Provide cross-sell referrals to other business areas
• Document calls and results; reporting metrics to management as required
• Mentor new ISRs and help acclimate them to the team/company
• Serve as a resource for innovative ideas on prospecting, processes, and efficiencies
• Lead prospecting strategy, including collaboration with marketing and other resources on messaging, email content, and reporting
• Attend tradeshows to generate leads as needed.
• Achieve annual quota according to pre-determined plans.
• Other responsibilities as assigned

QUALIFICATIONS

• Minimum of 2 years’ experience in Fed/SLED Outbound Calling
• Familiarity with MDR, Cybersecurity Sales preferred, SFDC experience, Outbound phone/email tactics
• Bachelor’s degree, preferably in business, sales, or marketing
• Demonstrated ability to learn technical components of software products
• Demonstrated ability to successfully prospect solutions to potential customers, research targeted customers, position solutions, and successfully pass qualified leads to Account Representatives
• Confident and positive attitude when facing complex organizations and processes
• High degree of customer focus and relationship orientation
• Strong influence management for collaboration with stakeholders
• Excellent verbal and written communication skills
• Strong organization and time-management skills
• Proven record of accomplishment of consistently exceeding corporate objectives and quotas
• Strong presentation, communication, organization, and time management skills
• Self-motivated, able to work with minimal direction, and results driven

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