Job description

OPSWAT , a global leader in IT, OT , and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world’s critical infrastructure and securing our way of life. OPSWAT, voted #1 Tech Company in Tampa Bay in 2021 by Tampa Bay Tech, is a leading global cybersecurity company providing solutions for enterprise organizations and governments since 2002. We prevent, detect, and remediate advanced security threats from data and devices coming into and out of their networks. The Position In full hyper-growth mode, OPSWAT is looking for that next action-oriented and result-driven SDR rockstar who will deliver on expectations and has a proven track record of overachieving against goals, metrics, and quotas. Working out of our new headquarters in Tampa, Florida, you will be responsible for booking meetings for your sales partners through inbound marketing leads, focused vertical leads and net new, self-generated leads, as well as targeted outbound initiatives. What You Will Be Doing As a Sales Development Representative at OSPWAT, your main driver is to engage prospective clients, create excitement, articulate the value, and schedule product demonstrations which you assign to the Account Executives. Your efforts will be an integral part of building a strong pipeline of qualified opportunities for OPSWAT while contributing to revenue growth of our company. Manage, qualify, and prospect to inbound and outbound marketing leads through targeted initiatives. Utilizing a strong, initial discovery conversation, identify the use case and offer the proper solution set, while also positioning additional, applicable OPSWAT products. Be responsible for educating and developing prospect lead driving towards a hand-off to sales. Documenting conversations and qualifications in a clear, manner. Cold calling prospects, generated by variety of sources. Identify key players and strategic accounts, researching and obtaining business requirements (BANT), and presenting solutions to begin sales cycle. Set appointments for OPSWATS sales team when a lead becomes qualified. Nurture new marketing leads by educating and developing prospects until they are ready to speak with a field sales rep. Drive attendance for webinars and set meetings for conferences. Ensure successful follow through of sales cycle by maintaining accurate activity and lead qualification information in CRM application. Collaborate with sales and marketing team members on strategic sales approach. Consistently master your trade through learning and education across all OPSWAT products as well as the cybersecurity industry. What We Need From You Proven business development and prospecting success through effective use of core sales tools. Demonstrated ability to collaborate with a distributed sales team and peers. Capability of uncovering customer pain points and business needs, and then correlating business solutions and value. Strong and professional communication skills -- written, verbal, presentation. Aptitude to manage numerous requests and time demands concurrently, while achieving production goals from assigned territory or set of accounts. Promotes a strong sense of urgency for reaching goals and key deliverables. Acts without being told what to do. Brings new ideas to the company. Contributes individually to the team effort and plays an integral part in the success of a team culture. Drive, Grit, Tenacity, Optimism, Intelligence, Team Orientation, and an insatiable desire to earn, compete, and win. It Would Be Nice If You Had BA/BS degree or relevant experience. Preferred Experience : Salesforce, 6sense, ZoomInfo, Linkedin Sales Navigator, Hubspot, and Vidyard. Required Experience: SalesLoft or Outreach. Strong passion for excellence and a high level of initiative. Excellent communication skills, both written and verbal. Professional business presence and acumen. Strong ability to multi-task with a results-oriented mindset. Bilingual or multilingual is a plus. OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws. Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruiting contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies at this time.

Requirements

Must-haves

The Position
What You Will Be Doing
Manage, qualify, and prospect to inbound and outbound marketing leads through targeted initiatives.
Utilizing a strong, initial discovery conversation, identify the use case and offer the proper solution set, while also positioning additional, applicable OPSWAT products.
Be responsible for educating and developing prospect lead driving towards a hand-off to sales.
Documenting conversations and qualifications in a clear, manner.
Cold calling prospects, generated by variety of sources.
Identify key players and strategic accounts, researching and obtaining business requirements (BANT), and presenting solutions to begin sales cycle.
Set appointments for OPSWATS sales team when a lead becomes qualified.
Nurture new marketing leads by educating and developing prospects until they are ready to speak with a field sales rep.
Drive attendance for webinars and set meetings for conferences.
Ensure successful follow through of sales cycle by maintaining accurate activity and lead qualification information in CRM application.
Collaborate with sales and marketing team members on strategic sales approach.
Consistently master your trade through learning and education across all OPSWAT products as well as the cybersecurity industry.
What We Need From You
Proven business development and prospecting success through effective use of core sales tools.
Demonstrated ability to collaborate with a distributed sales team and peers.
Capability of uncovering customer pain points and business needs, and then correlating business solutions and value.
Strong and professional communication skills -- written, verbal, presentation.
Aptitude to manage numerous requests and time demands concurrently, while achieving production goals from assigned territory or set of accounts.
Promotes a strong sense of urgency for reaching goals and key deliverables. Acts without being told what to do. Brings new ideas to the company.
Contributes individually to the team effort and plays an integral part in the success of a team culture.

Nice-to-haves

Preferred Experience : Salesforce, 6sense, ZoomInfo, Linkedin Sales Navigator, Hubspot, and Vidyard.
Bilingual or multilingual is a plus.

Application prep

Use the role’s language and application details while tailoring your materials.

Platform: greenhouse
Effort: quick