Hexagon

  • Sales Development Representative

    Job Location AU-NS-North Sydney
    Job ID
    2018-4118
    Category
    Marketing
    Relocation
    No
  • Overview

    Hexagon PPM (formerly Intergraph Process, Power & Marine) is the leading global provider of engineering software and project control solutions. We transform unstructured information into a smart digital asset, empowering our clients to visualize, create, and manage the life cycle of facilities and structures of all complexities. For more information visit HexagonPPM.com

    Hexagon PPM is part of Hexagon (Nasdaq Stockholm: HEXA B; Hexagon.com), a leading global provider of information technology solutions that drive productivity and quality across geospatial and industrial landscapes.

    Position Summary/Purpose

    As a Sales Development Representative at Hexagon PPM, you are part of a powerful engine of prospecting and pipeline generating champions. Your role is a vital one at Hexagon PPM. It is our responsibility to find the right people at the right companies to find winnable business for our Account Executive team to turn into pipeline and revenue. We rely on your communication skills, work ethic, intense persistence, curiosity in qualifying, sales talents, and ability to learn and grow with our technology and processes. We hope that as the company grows and succeeds, you also you grow in your skills and abilities and career potential. We are excited to have your talents and to see you help accelerate New Customer growth at Hexagon PPM.

    Responsibilities/Main Activities

    • Outbound phone calling to qualify leads and schedule Intro Meetings with Account Executives
    • Quarterback Intro Calls for AE to find potential interest and future action in order to hopefully meet SAL Criteria.
    • Meet Monthly SAL Quota as lined out in yearly comp plan. Changes may be presented at each quarter as department goals may change.
    • Develop new strategies around social prospecting, social selling and email techniques as additional means to set meetings.
    • Follow up with Prospects not Sales Accepted until there is forward motion or to find a better avenue within that prospect’s Company
    • Deliver Pre-Intro Info for Prospects to AE the day each Intro is Set
    • Know the Hexagon PPM product message and learn the Manufacturing/Industry buyer personas relevant the segments of industry that are assigned.
    • Become proficient in all sales tool, sales processes, and Salesforce etiquette of the Sales Development Department.
    • Prospect according to Account Assignments and Ideal Client Profile of the Hexagon PPM Account Based Prospecting methodology. 
    • Work with Account Executives on target Accounts to accelerate pipeline creation and new logo acquisition

    Qualifications and Experience Required

    • Ability to see trends that help find winnable business that will turn into pipeline for the sales team
    • Ability to identify, qualify and engage with prospects to move opportunities to closure
    • Ability to work in a fast paced, high activity, high efficiency and strong work ethic role
    • Ability to document all sales activity in Salesforce.com
    • Ability to use all software sales tools utilized for prospecting
    • Ability to track and forecast new and upsell revenue accurately
    • Mastery of web presentation tools and calendar scheduling for appointments and presentations
    • Must be coach-able to learn new strategies and tactics
    • Willingness to make large volumes of outbound prospecting and qualification calls
    • Willingness to work in a collaborative environment sharing strategies, working on marketing and social tactics, and being a team player/encourager.
    • Great communication, interpersonal and organizational skills
    • Strong self-awareness, optimism, sense of humor, and thrives on positive office culture.
    • Ready to tackle challenges and excited to win and driven to win some more!

    Key Behavioural Competencies

    Employee Behavioural Profiles - ACHIEVEMENT DRIVE (RESULTS ORIENTATION) - Strives to do the job well and/or exceed expectations. Works to meet set targets and persists in achieving a standard of excellence in all situations, Employee Behavioural Profiles - CONFIDENCE - Presents self confidently and professionally. Approaches new challenges with a position “can-do” attitude and expresses and exercises independent judgement, performing without constant supervision., Employee Behavioural Profiles - PROBLEM SOLVING - Analyses relationships among several parts of a problem or situation and breaks down a complex task into manageable parts in a systematic way. Generally anticipates obstacles and thinks ahead about next steps., Employee Behavioural Profiles - ENTREPRENEURIAL INNOVATION - Envisions the results and consequences of new ideas or concepts and anticipates long term opportunities and requirements formulating plans to meet them. Encourages and promotes entrepreneurial innovation., Manager / Leader Behavioural Profiles - INTEGRITY - Takes actions which are consistent with company values and will not tolerate unethical business practices. Creates an open and honest communication culture within the organisation, able to give and receive positive/negative feedback., Manager / Leader Behavioural Profiles - RELATIONSHIP BUILDING - Proactively develops and uses networks of contacts. Initiates relationships with colleagues and customers for the purpose of increasing interaction and building relationships among influential groups., Manager / Leader Behavioural Profiles - ATTENTION TO DETAIL - Able to develop and use systems comfortably to organise and keep track of information, and improve quality and efficiency., Manager / Leader Behavioural Profiles - CONFIDENCE - States own position clearly and gives hard facts directly confronting all situations head on. Through expressions of self confidence, causes team to feel confident to deal with any situations.

    Current KPI Requirements

    • Hit Activity Metrics every Sprint: 40 ConnectLeader Conversations (estimated 1700 Call Attempts), 300 Power Dial Attempts (Estimated 30 Conversations), 50 New Leads added, 25 Re-Engaged Leads added, 10 Intros Sets, and 8 Intro Dones. Every month is broken up into 2 Sprints, 1st half and the 2nd half. Changes may be presented at the start of each quarter as department changes are made.

    Objectives/Goals

    Generate leads for Catavolt (first 6 months)

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