Sales Development Representative
Innovative Computer Solutions - Jonas Software
Remote - USA
ICS powers one of the leading point-of-sale software and e-commerce solutions for the retail wine and spirits industry. We are searching for a highly motivated, confident Sales Development Representative with perseverance and a drive for results. The Sales Development Representative (SDR) plays a crucial role in the customer acquisition process, working closely with the RevOps team to identify, qualify, and nurture leads for WineSuite products. They engage with prospective customers who have interacted with marketing campaigns, assessing their needs and guiding them through the initial stages of the sales funnel, bolstered by their own prospecting efforts.
Key Responsibilities:
Lead Identification and Qualification:
Identify target prospects for specific marketing campaigns, leveraging existing customer data, targeted account lists, and insights from case studies.
Engage with inbound leads generated through various marketing channels, including website form fills, landing page interactions, and calls into the Interactive Voice Response (IVR) system.
Qualify Marketing Qualified Leads (MQLs) generated from marketing campaigns, determining their potential fit for WineSuite products based on factors like business size, POS system, and interest in specific product features (e.g., e-commerce integration, payment management, data extracts).
Schedule product demos for qualified leads with Sales, showcasing the value proposition of WineSuite products like WinePOS and WineFetch.
Gather information from potential customers regarding their existing POS system, number of registers, current payment processor, and any specific pain points or challenges they are facing.
Nurturing and Engagement:
Work to establish footprint with prospective new customers by leveraging sales + marketing collateral along with targeted territory plans to convert leads to SQLs
Nurture new prospects who have expressed interest in WineSuite products by actively engaging with them through email, phone calls, and other communication channels.
Develop a deep understanding of WineSuite's product offerings and their respective value propositions to effectively communicate the benefits to potential customers.
Stay informed about industry trends and competitor offerings to effectively position WineSuite products in the market.
Handoff and Collaboration:
Hand off qualified Sales Qualified Leads (SQLs) to Account Executives, providing them with comprehensive information about the lead's needs, pain points, and potential fit for specific WineSuite products.
Collaborate with the RevOps team to ensure a smooth transition of leads through the sales funnel, participating in internal alignment meetings to discuss progress, challenges, and strategies for maximizing conversion rates.
Key Skills and Qualifications:
Excellent Communication Skills: Strong verbal and written communication skills are essential for effectively engaging with prospective customers and communicating product value.
Sales Acumen: A solid understanding of the sales process, including lead generation, qualification, and nurturing, is crucial for successfully guiding leads through the initial stages of the customer journey.
Industry Knowledge: Familiarity with the retail beverage alcohol industry, including common POS systems, payment processors, and industry trends, is highly desirable for understanding customer needs and pain points.
Performance Metrics:
Number of MQLs qualified and converted to SQLs.
Number of product demos scheduled and conducted.
Amount of Pipeline Generated (Opp Gross Value)
Amount of Business Closed
Lead engagement metrics (e.g., email open rates, phone call conversion rates).
Feedback from Account Executives on the quality of leads handed off.
Compensation Package:
Account Executives are paid a Base Salary plus commissions based on monthly sales, as well as a generous benefits package that includes Health, Dental, and Supplemental Insurance, 401K, and 4 weeks total PTO.
About Innovative Computer Solutions:
For over 40 years, Innovative Computer Solutions has served the retail beverage alcohol industry as a trusted, proven, and scalable solutions provider. Our solutions were built from the ground up to serve the specific needs of wine and liquor stores. Our core product, WinePOS, provides Point of Sale, Inventory, Purchasing and Reporting solutions for retailers across the United States. ICS is an operating unit of Jonas Software.
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Jonas Software is the leading provider of enterprise management software solutions to the Country and Golf Clubs, Foodservice, Construction, Fitness & Sports, Attractions, Salon & Spa, Education, Radiology/Laboratory Information Systems, and Product Licensing industries. Within these vertical markets, Jonas is made up of over 65 distinct brands, which are respected and leaders within their own domain.
Jonas’ vision is to be the branded global leader across the aforementioned vertical markets and to be recognized by customers and respective industry stakeholders as the trusted provider of ‘Software for Life’ and as an ambassador for technology, product innovation, quality, and customer service.
Jonas Software is the valued technology partner of over 60,000 customers worldwide in more than 30 countries. Jonas employs over 2,000 skilled individuals consisting of a cross-section of industry experts and technology professionals. Jonas is headquartered in Canada and also operates offices throughout North America, the United Kingdom, Europe, Australia New Zealand and Africa. Jonas is a 100% owned subsidiary of Constellation Software Inc., headquartered in Toronto and traded on the S&P/TSX 60.
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