Overview 

 The BD Associate is responsible for qualifying new opportunities for the inside, field/territory and/or channel sales teams. BD Associates qualify marketing-generated demand identified thru engagement with marketing campaigns, specific actions or meeting the scoring threshold set by a marketing automation platform (MAP). 

BD Associates should also be responsible for reaching out to other members of the buying group, individuals who have not yet scored fully, in a cold-calling effort to further qualify the potential opportunity associated with that group. 

In addition to calls, BD Associates use a range of tactics including email, voicemail, direct mail, social media, and chat to connect with prospects and foster a meaningful interaction. In organizations with limited scale, BD Associates may also be responsible for identifying and developing additional demand via outbound tele prospecting or cold calling. 

Education 

Minimum required: Bachelor’s degree 

Span of Control: 

Reports to: Manager for Pre-Sales 

Oversight: This role has no reports 

Roles/ Responsibilities 

• Process inbound demand responses (e.g. inbound calls, chats, form fills) from buying groups that are generated, activated or nurtured by marketing, and qualify potential opportunities for the sales organization to pursue. 
• Use established criteria to qualify demand from buying groups for potential opportunities before passing it to inside reps, field territory reps or channel partners. 

• Discover, validate and reach out to additional personas typically involved in a buying decision to identify possible buying groups for field sales. 

• Nurture predetermined groups of prospects for field or channel sales by using multiple touch tactics (e.g. telephone, email, social) to foster meaningful interactions and determine the level of interest for potential opportunities. 

• Provide product information to prospects. 

• Comply with all demand-management-related service-level agreements. 

• Provide weekly forecasts to marketing and sales on the volume of demand expected to reach the qualified demand stage. 

• Pursue meaningful and productive conversations with individuals representing the buyer personas targeted by the organization. 

• Track and manage qualification and nurture activities in the company’s sales force automation (SFA) system. 
• Data enrichment via account researching, to support marketing and nurture campaigns 

Qualifications 

Minimum required:   

• One (1) plus year of prospecting and/or experience interfacing with customers.              

• English fluency  

• Experience in an industry with a significant volume of customer/prospect interaction. 

• B2B experience selling a similar type of offering into a similar type of market. 
• Familiarity with MAPs and SFA systems. 
• Ability to articulate a reasonable value proposition on every call. 

• Ability to perform prospect and account research to prepare for calls. 

• Telephone selling techniques. 

• Auto-dialer technologies. 

• Social media usage and social selling techniques. 

• SFA systems/best practices. 

• Common demand management processes. 

Preferred: 

•   Multi-lingual candidates valued 

Interpersonal/Teamwork/Leadership skills 

• Comfort with ambiguity; highly adaptable to new circumstances. 

• Natural curiosity to motivate engagement with others; comfortable asking open-ended questions. 

• Confidence despite a potential lack of knowledge or seniority compared to the prospect. 

• Competitive and motivated. 

• Self-starter who takes initiative to achieve goals. 

• Team player who is coachable and eager to learn. 

• Desire to continue learning, whether to advance a career in inside sales or transition to field sales. 

• Strong verbal and written communication skills.  

• Discipline and energy to maintain high-activity volumes (e.g. a minimum of 20 activities, calls, emails, research, etc.). 
• Active listening skills to assess prospect needs and opportunities 

Organizational Interlocks 

Inside sales. 

Field / Territory sales. 

Channel & partner sales. 

Marketing. 

Sales operations 

Product marketing. 

Physical Demands/ Travel required 

Work associated with this position is sedentary in nature and performed indoors at a desk either remotely or in an office setting.  

Travel for this position is less than 10%. 

 This position is hybrid in office and remote.