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SysAid is a market leader in mid-tier IT Service Management, a space that is being propelled into high growth as businesses worldwide accelerate their digital transformation and start to adopt new workstyles for their employees.
Growth to us means creating opportunities for employees to be challenged, take ownership over initiatives, spread entrepreneurial wings, and feel safe to try new things. We are passionate about creating a culture where your progression is a unique experience, with you in the driver’s seat. Being part of the sales team is an opportunity for you to grow professionally, personally, and financially.
As an Account Development Rep at SysAid, you will be a critical member of a high-growth sales organization that will play a key role in helping customers evolve their service management capabilities. At SysAid, our Customer Growth segment is defined by all 5000+ organizations who currently leverage SysAid and anyone within our customer’s portfolio of companies. You will be responsible for managing our Velocity and Transactional opportunities from lead to close, including pain recognition, business impact, decision-making processes, and timeframes.
You’ll have the opportunity to own your success and execute with the support of a team propelling you forward. You’ll be working with smart and energetic people, taking a class-leading product to market, and helping your customers deliver mission-critical projects. A rewarding experience for any growth-oriented sales professional.
Things to know about this role:
- This is a hybrid qualification and closing role.
- The focus is on Current Customer growth.
- Manage and close Transactional opportunities such as, but not limited to, Incremental Add-ons, OEM and Marketplace Add-ons, small Development Projects, and small Upgrades.
- Our route to market is a mix of direct and indirect (channels).
- The majority of the pipeline for this role will come inbound.
- The balance is generated through self-led outbound.
- Our average sales cycle in this segment is 6 weeks.
- The average Expansion sale value is $5k.
- Our key verticals are healthcare, education, manufacturing, government, and industrial.
What will you be doing:
- Understand customer requirements on both the business and technical levels.
- Presenting and communicating at the Director level and higher.
- Qualify inbound Marketing Requests (all digital channels) for all existing customers.
- Determine the appropriate course of action based on the qualification.
- Clearly articulate and demonstrate our value proposition, creating excitement and enthusiasm among prospects
- Identify competitive or attrition threats and handle them appropriately.
- Provide an exceptional customer experience.
- Lead customers through a sales cycle in collaboration with, Professional Services, pre-sale engineers, Account Executives, and Customer Success Managers.
- Forecast with accuracy.
- Exceed your quota.
Requirements:
- 1-2 years of SDR/BDR Qualification experience, SaaS/B2B sales experience is a benefit.
- You’re willing to be personally accountable for pipeline health, conversation, and opportunity generation.
- You’re experienced in system-based selling, the use of proven methodologies (Sandler, Meddicc).
- You’ve got experience with different personas, from business champion to C-Level.
- You’re on your way to mastering negotiation and closing techniques with senior management teams.
- You’re familiar with CRM and sales automation software.
- You’ve got strong listening and presentation skills.
- You’re comfortable running a high-level demo of a solution on your own.
- You’ve got a track record of over-achieving quotas in previous roles.
- You’re comfortable with a busy schedule; can multitask, prioritize and manage your time effectively.
- You speak English fluently and have excellent written and verbal communication skills.
Job Type: Full-time
