Are you an inspired business development representative that thrives on generating new leads that pinpoint decision makers? Do you value establishing a sales process that ends in a sale? Do you want to be a part of an exciting, innovative, fast-paced, and growing software company? Calabrio is looking for a highly motivated Business Development Representative who will help to accelerate our pipeline. WHAT YOU'LL BE DOING The Business Development Representative is responsible for nurturing leads, generating quality opportunities, and setting appointments for Calabrio sales representatives. This position will participate in the ongoing communication to and the lifecycle of existing Calabrio leads, as well as leverage marketing campaigns/programs and other tactics to generate new leads that focus on decision-maker(s), while ascertaining qualification data and beginning a sales process that ends in a sale. Daily activities will include: Pre-call planning<ul>
<li style="margin: 0px; font-stretch: normal; font-size: 13px; line-height: normal; font-family: &quot;Helvetica Neue&quot;;">Receive direction on and/or participate in planning of direct marketing campaigns to prospects (lists, campaign objectives, call to action, non-call follow up, call objectives, call scripts, find alternative decision-makers who could be contacted, critical questions to ask, after call follow-up, CRM updates and workflows, etc.)</li>
<li style="margin: 0px; font-stretch: normal; font-size: 13px; line-height: normal; font-family: &quot;Helvetica Neue&quot;;">Understand critical business functions, solution benefits and products</li>
<li style="margin: 0px; font-stretch: normal; font-size: 13px; line-height: normal; font-family: &quot;Helvetica Neue&quot;;">Find and understand competitive points of differentiation</li>
<li style="margin: 0px; font-stretch: normal; font-size: 13px; line-height: normal; font-family: &quot;Helvetica Neue&quot;;">Quickly refocus and adjust to the objectives of different outbound calling campaigns occurring simultaneously</li>
<li style="margin: 0px; font-stretch: normal; font-size: 13px; line-height: normal; font-family: &quot;Helvetica Neue&quot;;">Support other calling and data gathering and research efforts as assigned</li>
</ul> Establishing rapport<ul>
<li style="margin: 0px; font-stretch: normal; font-size: 13px; line-height: normal; font-family: &quot;Helvetica Neue&quot;;">Establish quick rapport with prospects so that data gathering is both easy and fruitful</li>
<li style="margin: 0px; font-stretch: normal; font-size: 13px; line-height: normal; font-family: &quot;Helvetica Neue&quot;;">Experiment with opening statements</li>
<li style="margin: 0px; font-stretch: normal; font-size: 13px; line-height: normal; font-family: &quot;Helvetica Neue&quot;;">Explain products and services and answer questions from prospects</li>
<li style="margin: 0px; font-stretch: normal; font-size: 13px; line-height: normal; font-family: &quot;Helvetica Neue&quot;;">Establish the real decision-maker so that salespeople are given proper contact information</li>
</ul> Data gathering<ul>
<li style="margin: 0px; font-stretch: normal; font-size: 13px; line-height: normal; font-family: &quot;Helvetica Neue&quot;;">Be adept at asking questions and getting prospects to talk</li>
<li style="margin: 0px; font-stretch: normal; font-size: 13px; line-height: normal; font-family: &quot;Helvetica Neue&quot;;">Possess the ability to listen more than talk and to ask open-ended questions</li>
<li style="margin: 0px; font-stretch: normal; font-size: 13px; line-height: normal; font-family: &quot;Helvetica Neue&quot;;">Detect hot leads and listen for signals from prospects that require expedient follow-up by a salesperson</li>
<li style="margin: 0px; font-stretch: normal; font-size: 13px; line-height: normal; font-family: &quot;Helvetica Neue&quot;;">Use Calabrio contact relationship management system (CRM) to manage leads</li>
</ul> Lead preparation<ul>
<li style="margin: 0px; font-stretch: normal; font-size: 13px; line-height: normal; font-family: &quot;Helvetica Neue&quot;;">Make multiple calls if necessary to individuals within a business to generate a lead and fulfill the objectives of a lead generation campaign</li>
<li style="margin: 0px; font-stretch: normal; font-size: 13px; line-height: normal; font-family: &quot;Helvetica Neue&quot;;">Output a robust and qualified lead for salespeople after accumulating the proper data</li>
<li style="margin: 0px; font-stretch: normal; font-size: 13px; line-height: normal; font-family: &quot;Helvetica Neue&quot;;">Precisely communicate opportunity in CRM system</li>
<li style="margin: 0px; font-stretch: normal; font-size: 13px; line-height: normal; font-family: &quot;Helvetica Neue&quot;;">Work closely with salespeople to coordinate calendars and set firm dates with prospect</li>
</ul> Facilitate planning and execution of requirements for ongoing nurturing of all Calabrio leads<ul>
<li style="margin: 0px; font-stretch: normal; font-size: 13px; line-height: normal; font-family: &quot;Helvetica Neue&quot;;">Identify and suggest opportunities for new campaigns</li>
<li style="margin: 0px; font-stretch: normal; font-size: 13px; line-height: normal; font-family: &quot;Helvetica Neue&quot;;">Identify and suggest opportunities to improve ongoing communication to existing leads</li>
<li style="margin: 0px; font-stretch: normal; font-size: 13px; line-height: normal; font-family: &quot;Helvetica Neue&quot;;">Other core expectations will be defined by your direct supervisor/manager</li>
</ul> EXPERIENCE WE'RE LOOKING FOR <ul>
<li style="margin: 0px; font-stretch: normal; font-size: 13px; line-height: normal; font-family: &quot;Helvetica Neue&quot;;">Excellent verbal, written and interpersonal communication skills to interact with team members, senior sales personnel, partners, prospects and customers</li>
<li style="margin: 0px; font-stretch: normal; font-size: 13px; line-height: normal; font-family: &quot;Helvetica Neue&quot;;">Ability to work independently and as part of a team</li>
<li style="margin: 0px; font-stretch: normal; font-size: 13px; line-height: normal; font-family: &quot;Helvetica Neue&quot;;">Excellent troubleshooting and creative problem solving skills—including the ability to know when to act quickly</li>
<li style="margin: 0px; font-stretch: normal; font-size: 13px; line-height: normal; font-family: &quot;Helvetica Neue&quot;;">Strong sales aptitude</li>
<li style="margin: 0px; font-stretch: normal; font-size: 13px; line-height: normal; font-family: &quot;Helvetica Neue&quot;;">Experience with program management and direct marketing</li>
<li style="margin: 0px; font-stretch: normal; font-size: 13px; line-height: normal; font-family: &quot;Helvetica Neue&quot;;">Must have drive, flexibility, willingness to learn, and competitive zeal</li>
<li style="margin: 0px; font-stretch: normal; font-size: 13px; line-height: normal; font-family: &quot;Helvetica Neue&quot;;">Ability to adapt to changing priorities</li>
<li style="margin: 0px; font-stretch: normal; font-size: 13px; line-height: normal; font-family: &quot;Helvetica Neue&quot;;">Pleasant speaking voice</li>
<li style="margin: 0px; font-stretch: normal; font-size: 13px; line-height: normal; font-family: &quot;Helvetica Neue&quot;;">Excellent customer service skills</li>
<li style="margin: 0px; font-stretch: normal; font-size: 13px; line-height: normal; font-family: &quot;Helvetica Neue&quot;;">Highly motivated, results oriented</li>
<li style="margin: 0px; font-stretch: normal; font-size: 13px; line-height: normal; font-family: &quot;Helvetica Neue&quot;;">Requires confidence, persistence, and an outgoing personality</li>
<li style="margin: 0px; font-stretch: normal; font-size: 13px; line-height: normal; font-family: &quot;Helvetica Neue&quot;;">Ability to learn new software quickly and become a power user</li>
<li style="margin: 0px; font-stretch: normal; font-size: 13px; line-height: normal; font-family: &quot;Helvetica Neue&quot;;">Ability to articulate needs for process improvements</li>
</ul> WHAT IS REQUIRED FOR YOU TO APPLY? <ul>
<li style="margin: 0px; font-stretch: normal; font-size: 13px; line-height: normal; font-family: &quot;Helvetica Neue&quot;;">B.A. in Business Management, Marketing or equivalent</li>
</ul>

Are you an inspired business development representative that thrives on
generating new leads that pinpoint decision makers? Do you value establishing
a sales process that ends in a sale? Do you want to be a part of an exciting,
innovative, fast-paced, and growing software company? Calabrio is looking for
a highly motivated Business Development Representative who will help to
accelerate our pipeline.

  

 **WHAT YOU'LL BE DOING**

  

The Business Development Representative is responsible for nurturing leads,
generating quality opportunities, and setting appointments for Calabrio sales
representatives. This position will participate in the ongoing communication
to and the lifecycle of existing Calabrio leads, as well as leverage marketing
campaigns/programs and other tactics to generate new leads that focus on
decision-maker(s), while ascertaining qualification data and beginning a sales
process that ends in a sale. Daily activities will include:

  

Pre-call planning

  * Receive direction on and/or participate in planning of direct marketing campaigns to prospects (lists, campaign objectives, call to action, non-call follow up, call objectives, call scripts, find alternative decision-makers who could be contacted, critical questions to ask, after call follow-up, CRM updates and workflows, etc.)
  * Understand critical business functions, solution benefits and products
  * Find and understand competitive points of differentiation
  * Quickly refocus and adjust to the objectives of different outbound calling campaigns occurring simultaneously
  * Support other calling and data gathering and research efforts as assigned

  

Establishing rapport

  * Establish quick rapport with prospects so that data gathering is both easy and fruitful
  * Experiment with opening statements
  * Explain products and services and answer questions from prospects
  * Establish the real decision-maker so that salespeople are given proper contact information

  

Data gathering

  * Be adept at asking questions and getting prospects to talk
  * Possess the ability to listen more than talk and to ask open-ended questions
  * Detect hot leads and listen for signals from prospects that require expedient follow-up by a salesperson
  * Use Calabrio contact relationship management system (CRM) to manage leads

  

Lead preparation

  * Make multiple calls if necessary to individuals within a business to generate a lead and fulfill the objectives of a lead generation campaign
  * Output a robust and qualified lead for salespeople after accumulating the proper data
  * Precisely communicate opportunity in CRM system
  * Work closely with salespeople to coordinate calendars and set firm dates with prospect

  

Facilitate planning and execution of requirements for ongoing nurturing of all
Calabrio leads

  * Identify and suggest opportunities for new campaigns
  * Identify and suggest opportunities to improve ongoing communication to existing leads
  * Other core expectations will be defined by your direct supervisor/manager

  

**EXPERIENCE WE'RE LOOKING FOR**

  

  * Excellent verbal, written and interpersonal communication skills to interact with team members, senior sales personnel, partners, prospects and customers
  * Ability to work independently and as part of a team
  * Excellent troubleshooting and creative problem solving skills—including the ability to know when to act quickly
  * Strong sales aptitude
  * Experience with program management and direct marketing
  * Must have drive, flexibility, willingness to learn, and competitive zeal
  * Ability to adapt to changing priorities
  * Pleasant speaking voice
  * Excellent customer service skills
  * Highly motivated, results oriented
  * Requires confidence, persistence, and an outgoing personality
  * Ability to learn new software quickly and become a power user
  * Ability to articulate needs for process improvements

  

**WHAT IS REQUIRED FOR YOU TO APPLY?**

  

  * B.A. in Business Management, Marketing or equivalent

