About the job
At BeyondTrust, we empower you to turn your purpose into action as we strive to create a safer digital landscape through our cutting-edge cybersecurity SaaS solutions.
We foster a culture of flexibility, trust, and continuous learning, ensuring that your professional growth is recognized, and the impact of your contributions is acknowledged. Join a team of passionate individuals who will challenge, support, and inspire you to reach your fullest potential.
The Role
The Account Development Representative (ADR) plays a vital role in driving revenue by prospecting and qualifying leads while identifying opportunities for cross-selling, upselling, and upgrades within our existing customer accounts. This position acts as a collaborative partner to the New Business Representatives, focusing on nurturing customer relationships to facilitate long-term business growth. The ADR is responsible for managing the entire customer relationship lifecycle, from uncovering new opportunities to successfully closing deals and ensuring ongoing client success.
What You’ll Do
- Conduct thorough research on target accounts to identify key decision-makers and generate new business opportunities.
- Establish and nurture strong relationships with customers to understand their needs and communicate the benefits of our products.
- Contribute to the development of account plans and strategies, mapping out key stakeholders and overall objectives.
- Evaluate leads against ideal customer profiles to ensure alignment with our solutions.
- Organize meetings, calls, and presentations with clients and internal teams.
- Set up qualified meetings or demos for New Business Representatives to facilitate the sales process.
- Maintain accurate records of customer interactions and opportunities in our CRM system.
- Assist New Business Representatives with daily administrative and operational tasks.
- Prepare and process quotes, proposals, contracts, and order documentation.
- Support lead management, follow-ups, and customer outreach initiatives.
- Address customer inquiries and route requests as needed.
- Track sales activities, pipeline updates, and follow-up requirements.
- Collaborate with various teams, including EAM, SAE, (i)SE, CSM, and Renewals, to develop territory strategies.
- Assist with reporting and data analysis tasks as required.
- Provide timely updates on opportunities and bookings forecasts.
- Drive revenue growth by creating and closing add-ons, upgrades, and migrations.
- Lead subscription and SaaS migration activities across Core and Strategic accounts.
- Stay informed about market conditions, competitor products, and pricing strategies.
