Business Development Representative

Focus Technology is seeking a driven and energetic Business Development Representative (BDR) to identify new business opportunities and qualify leads for Account Executives. The BDR will engage with potential customers through various outreach methods and build relationships while developing a sustainable pipeline of opportunities.

Responsibilities:

• Qualify sales leads and drive them through the sales process by initiating qualified appointments between prospective customers and Account Executives
• Contact potential customers through cold calls, emails, and social media outreach
• Research target accounts and contacts to understand key decision makers/influencers
• Identify prospect needs and suggest appropriate services (IT, Cloud, Network, Cybersecurity, AI, etc.)
• Complete 50+ outreach activities daily (mix of calls, emails, and social touches)
• Consistently log and document outreach in the CRM with lead source for tracking
• Utilize tools such as CRM, Marketing Automation Platform, LinkedIn Sales Navigator, ZoomInfo, dialers and others as applicable
• Build long-term relationships with prospects through nurturing sequences
• Develop a sustainable pipeline of opportunities aligned with Focus Technology services
• Participate in sales meetings, partner trainings and other meetings as requested
• Remote role with occasional travel (approximately once a quarter) to our Boston, MA and Islandia, NY offices, or other locations if specifically requested
• All other duties as assigned

Requirements:

• Self-motivated, results-driven professional who thrives in a dynamic, fast paced technology-focused environment
• Due to business needs, only candidates residing in the Eastern Standard Time (EST) zone will be considered for this role
• Qualify sales leads and drive them through the sales process by initiating qualified appointments between prospective customers and Account Executives
• Contact potential customers through cold calls, emails, and social media outreach
• Research target accounts and contacts to understand key decision makers/influencers
• Identify prospect needs and suggest appropriate services (IT, Cloud, Network, Cybersecurity, AI, etc.)
• Complete 50+ outreach activities daily (mix of calls, emails, and social touches)
• Consistently log and document outreach in the CRM with lead source for tracking
• Utilize tools such as CRM, Marketing Automation Platform, LinkedIn Sales Navigator, ZoomInfo, dialers and others as applicable
• Build long-term relationships with prospects through nurturing sequences
• Develop a sustainable pipeline of opportunities aligned with Focus Technology services
• Participate in sales meetings, partner trainings and other meetings as requested
• Remote role with occasional travel (approximately once a quarter) to our Boston, MA and Islandia, NY offices, or other locations if specifically requested
• Self-starter with strong hunter mentality and persistence
• Ability to work independently with minimal supervision while also collaborating with a team
• Strong written and verbal communication skills
• Exceptional interpersonal skills with the ability to positive relationships at all levels
• Active listening skills to understand the prospect's needs and tailor messaging
• Highly organized and detail-oriented with strong time management skills
• Comfortable presenting to management and executives
• Ability to prioritize assignments and thrive under pressure
• Bachelor's degree in business, marketing, information technology or equivalent work experience
• Minimum of three (3) years of experience in a Business Development or Sales Development Representative role, preferably in technology sales or an MSP environment
• Proven track record of consistently booking qualified meetings (Director-level IT and above, including C-level executives) with clear next steps
• Proficiency in multiple sales techniques (cold calling, solution selling, Sandler methodology, etc.)
• Experience with infrequent connect rates and executive calling where patience and positive persistence are required. Ability to handle rejection professionally is important
• Experience with CRM systems such as Salesforce or NetSuite, Marketing Automation Platforms such as HubSpot, LinkedIn Sales Navigator, ZoomInfo, and dialers
• Strong telephone presence with the ability to start conversations and create trust with prospects
• Understanding of sales performance metrics