Job Description

Job Title: Business Development Representative (Hybrid : 3-4 days in office)

Location: Austin, TX

Company Description

About Salient The company manufactures and markets video surveillance and video management systems. Salient is an innovative entrepreneurial enterprise, having experienced its initial growth in the 2010s during the analog to IP transition of cameras. Salient offers multiple versions of its systems, including a classic on-premise version, a hybrid cloud version, and a camera to cloud solution. This enables an end user to choose the appropriate version to best meet their individual needs. The company’s products are open-architected and encourage best of breed integrations from leading software providers around the world.

About the Job The BDR job at Salient provides an opportunity to work closely with our outside sales team to identify potential new customers, resellers, and consultants. As a Salient BDR, you will be tasked with not only setting initial product demonstrations to end users, resellers or consultants with the sales team but assisting the sales team as they continue to work these opportunities to closed won sales.

Key Attributes, Talents and Characteristics for Success

A successful BDR should be money motivated, ambitious, a team player, a hunter, and a closer.

Characteristics that are important include the following:

• Having an interest in video surveillance, security, analytics, business intelligence, and technology in general.
• Being self-motivated, self-starting, and self-improving, and competitive.
• Possessing exceptional skills for presentation and communication.
• Having a mastery of the written word, attention to detail, an ability to speak well, and the ability to explain complex concepts and ideas.
• Being exceptionally organized is a key skill.
• Being able to understand the needs of a partner, a prospect, or a customer, identify specific pain points or desires, and communicate what can be done to help.
• Ability to work under pressure, to work in collaboration with others, and to provide leadership when called on to do that.

Job Description

The BDRs responsibilities is to effectively position Salient’s products to potential new end users and assist the outside sales team to move these opportunities all the way from leads to final sales. A successful BDR will manage a sales territory of the US market as well as the new business opportunities corresponding to a regional sales team. The BDR must manage a pipeline of leads provided to them and new business opportunities, while also making time for individual prospecting efforts to uncover new leads to fill their pipeline. Internally, the BDR will maintain direct relationships with his/her business development manager in addition to their regional sales team, sales directors, inside sales team, and the marketing department.

Relationship and Account Management

The successful BDR will have the following specific relationship responsibilities:

Security Consultants, Architects and Engineers - These organizations are a primary source for large prospective projects. The objective when working with these professional organizations is to get specified in the projects they are working on. The successful BDR will assist these organizations by transferring both general and detailed knowledge about Salient’s products.

End Users – Once identified as qualified prospects, End Users become a sales target for the RSM. The successful BDR will effectively manage the prospective End User from discovery and qualification through handoff to the RSM and closed won sale.

Pipeline Management:

The successful BDR will manage a pipeline of thousands of end-user leads as well as a growing pipeline of opportunities. The management of this pipeline is critical for the BDR’s success. Specific responsibilities include:

• Qualify and convert outbound leads into prospective customers; generate sales-ready meetings and opportunities for Regional Sales Managers.
• Follow scripted materials and demonstrate product expertise when connecting with prospective customers.
• Use systems such as Salesforce and other sales enablement tools to perform lead generation and track lead progression throughout the sales process.
• Provide quality support to internal staff, partners and external customers in all assigned tasks, while upholding Salient’s values at all times.

Activity and Travel

Being a successful BDR at Salient involves limited travel. An BDR should plan, more specifically, to:

• Keep a consistent weekly schedule of meetings and calls to drive ongoing engagement and outreach.
• Limited participation in trade shows and events as needed.
• Visit select customer sites and meet with their Regional Sales Manager (RSM) to strengthen client relationships and collaboration.

Preferred Experience

• Experience making calls and engaging prospects in a previous role.
• Proficiency in Salesforce and/or ZoomInfo.

Experience

• Prior experience in business development, sales, or inside sales role is a plus but not a requirement.

Skills – General

• Excellent presentation abilities, written communication and speaking skills.
• Proven skills to explain complex problems or solutions in an easy-to-understand way.
• Demonstrated emotional intelligence that enables strong relationships with resellers, consultants, technology partners, end users and colleagues.
• Demonstrated organizational skills and attention to detail.

Skills – Sales

• Proven ability to qualify end users and resellers/integrators as prospects.
• Proven ability to move prospects through your pipeline.
• Proven techniques for establishing and maintaining strong relationships with resellers/integrators, end users, technology partners. consultants, and key colleagues.

Skills - Technical

• Willingness to learn or previous understanding of the video surveillance market.
• Demonstrate knowledge of video surveillance systems in general, and be able to discuss features, benefits, and solution selling skills to solve end user problems or eliminate end user pain points.

Additional Requirements

• Candidates will be subject to a background check in accordance with federal and state regulations.
• Candidates must possess a valid driver’s license and maintain a clean driving record throughout their employment.

Benefits

Employee benefits include:

• Competitive Medical Benefits
• Employer-sponsored Life Insurance, AD&D, Short-Term and Long-Term Disability Insurance
• Voluntary Dental & Vision
• 401(k) plan
• Flexible PTO

Equal Employment Opportunity

Salient Systems is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws.

This policy applies to all employment practices within our organization, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and transfer. Salient Systems makes hiring decisions based solely on qualifications, merit, and business needs at the time.

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