Business Development Representative

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 Business Development Representative, BDR, position 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 also 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 incentive driven, ambitious, a team player, a hunter, and a closer. Characteristics that are important include the following:

• Has an interest in video surveillance, security, analytics, business intelligence, and technology in general.

• Is self-motivated and self-directed, with a competitive drive for continuous improvement.

• Possesses exceptional presentation and communication skills.

• Demonstrates a mastery of the written word, attention to detail, and the ability to explain complex concepts and ideas.

• Demonstrates exceptional organizational skills.

• Understands the needs of a partner, a prospect, or a customer; identifies specific pain points or desires; and communicates what can be done to help.

• Has the ability to work under pressure, collaborate with others, and provide leadership when called upon.

Job Description


The BDR's responsibilities are 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.

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 become specified in the projects they are working on. The successful BDR will assist these organizations by transferring 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 must manage a pipeline of thousands of end-user leads as well as a growing pipeline of opportunities, while also making time for individual prospecting efforts to uncover new leads. 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

This position may include limited travel. A BDR should plan, more specifically, to:

• Keep a consistent weekly schedule of meetings and calls to drive ongoing engagement and outreach.

• Engage in 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.

Requirements

Experience and Skills

Preferred Experience


• Experience making calls and engaging prospects in a previous role.

• Proficiency in Salesforce and/or ZoomInfo.

• Experience in business development, sales, or inside sales 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.

• Demonstrates emotional intelligence that enables strong relationships with resellers, consultants, technology partners, end users and colleagues.

• Proven organizational skills and attention to detail.

Skills - Sales


• Ability to qualify end users and resellers/integrators as prospects.

• Ability to move prospects through your pipeline.

• Techniques for establishing and maintaining strong relationships with resellers/integrators, end users, technology partners, consultants, and key colleagues.

Skills - Technical


• Willingness to learn 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.

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.