Commercial Sales Development Representative

Your Impact:

OpenText has developed global Centres of Excellence for Sales Development to support best-in-class cloud software technology and solutions.

You will be joining a social, high-performing team required to collaborate with peers to effectively attract and qualify prospects evaluating the purchase of OpenText solutions. The successful incumbent will be comfortable cold calling, cold emailing and engaging via social media and video. It is important that you have a strong understanding of B2B lead generation and business development.

If you are energetic, tech savvy, motivated and creative, this position will challenge and enhance your skillset. This is a quota-carrying role for career-minded individuals that offers a strong introduction and foundation for a future role in Sales, Pre-Sales, Solution Consultancy or Leadership within a global software organisation. You will receive best-in-class onboarding, continuous on-the-job coaching and personalised development to support your professional growth.

What The Role Offers:

Outbound Prospecting

• This role supports outbound activity including cold calling, emailing and social outreach into targeted Enterprise Clients and whitespace opportunities.
• Works alongside Commercial Solution Sales Executives and Solution Sales Executives to engage prospective Clients and introduce OpenText solutions.

Inbound Lead Development

• Responsible for following up and qualifying inbound leads generated through campaigns and marketing activity.
• Builds understanding of Client needs and passes qualified opportunities to Commercial Solution Sales Executives.

Opportunity Progression

• Supports early-stage opportunities in partnership with Commercial Solution Sales Executives, Solution Sales Executives and Solution Consultants.
• Maintains engagement with prospects and helps move opportunities through the initial stages of the sales cycle.

Prospecting Activity

• Builds Client relationships through consistent outreach activity across phone, email and social channels.
• Identifies contacts and maintains accurate data using Salesforce and research tools.
• All lead generation activity and progress is tracked and managed within Salesforce and Outreach using approved tools and processes. Commercial SDRs provide regular updates on activity and pipeline contribution.
• Leads are qualified using defined criteria and aligned prospecting processes.
• Commercial SDRs are responsible for partnering with Commercial Solution Sales Executives to develop a territory strategy for discovering, nurturing and qualifying pipeline within Enterprise Clients (>$1B annual revenue). The focus of the role is to identify and engage whitespace opportunities, convert leads into Sales Qualified Opportunities, and contribute to pipeline growth and revenue generation.
• Commercial SDRs are also responsible for working with their Sales and Solution Consultant teams to actively support and progress opportunities through the sales pipeline funnel.
• Their prospecting activity is split between outbound, sales-led prospecting into targeted Enterprise Clients, and following up inbound leads generated from prospect and Client engagement activated by Global Campaigns and Regional Field Marketing. Success in this position is measured by qualified pipeline creation, pipeline acceleration and revenue, with activity-based metrics in place to achieve this outcome.

What You Need to Succeed:

• Ability to achieve activity and performance targets.
• Strong communication skills with the ability to engage and build rapport with prospects.
• Ability to work independently and as part of a team.
• Positive, proactive approach to prospecting and learning.
• Ability to adapt in a fast-paced environment.
• Good organisational and time management skills.
• Goal-oriented mindset with attention to detail.
• Willingness to learn and develop within a sales environment.
• Experience with CRM tools such as Salesforce is beneficial but not essential.

This role is ideal for individuals looking to develop expertise in Enterprise prospecting, whitespace Client development and pipeline generation while building a foundation for a future career in software sales.