Business Development Representative

2 months ago

Sydney, Australia Adobe Full time

Our Company

Changing the world through digital experiences is what Adobe’s all about. We give everyone—from emerging artists to global brands—everything they need to design and deliver exceptional digital experiences We’re passionate about empowering people to create beautiful and powerful images, videos, and apps, and transform how companies interact with customers across every screen.

We’re on a mission to hire the very best and are committed to creating exceptional employee experiences where everyone is respected and has access to equal opportunity. We realize that new ideas can come from everywhere in the organization, and we know the next big idea could be yours

The Opportunity

As Business Development Representatives (BDR) for ANZ you are responsible for helping your prospects re-imagine their customer experiences using Adobe solutions & in the process creating new sales opportunities for your Account Executives (AEs).

You will anticipate and adapt to customers’ ever-changing expectations with Adobe Experience Cloud, the family of digital business products that delivers real-time data, scalable personalisation, and every-channel delivery—all from a single platform.

What you’ll do

You are the main driving force for identifying and providing high-value opportunities into the Sales pipeline and the first line of relationship development with prospective high-value accounts

Deliver a “consultative” approach to selling; taking time to understand the prospect’s business, their goals, objectives, and challenges before recommending a solution.

Consistently achieve quality pipeline & other metrics such as Inbound lead follow-up & outbound account engagement metrics.

Manage territory creation plan for your key account executives & their accounts.

Researching key accounts, identifying decision-makers, generating interest, and developing accounts to stimulate need.

Prospect, educate, qualify, and develop Target Accounts and inbound leads to create sales-ready leads and opportunities.

Quickly route prospects and current customers to appropriate colleagues to assist in solving problems and driving value. Nurtures & provides education on areas of interest for under-informed customers.

Setup, attend & run 1st level qualification meetings with customers prior to passing it on to in partnership with relevant Account Executive & Solution Consultants.

Work collaboratively with Sales & Solution Consultant teams to further qualify and generate pipeline.

Updating CRM, Outreach, and other tools as necessary to ensure logging of key history & ensuring a smooth hand-off to the relevant Account Executive as necessary.

Work closely in collaboration with the Marketing team to run and assist in executing lead generation campaigns and follow-up on leads.

Run outbound campaigns to ensure a balanced pipeline build across territories

Providing closed-loop feedback to BDR organisation to ensure continuous process optimisation.

What you need to succeed

Track record of successful business development in enterprise solutions, software, or tech sales environment.

Proven sales skills delivering inbound & outbound experiences and building strong relationships at multiple levels within an organisation.

Experience managing all areas of the BDR process including account planning, pre-call preparation, opportunity qualification, and objection handling.

Self-starter with high motivation, independence, resilience, and ability to collaborate with sales & marketing teams to deliver pipe creation goals.

Proven sales skills delivering inbound & outbound experiences and building strong relationships at multiple levels within an organisation.

Strong communication including listening, written, verbal skills

Experience managing all areas of the BDR process including account planning, pre-call preparation, opportunity qualification, and objection handling.

Ability to quickly learn & understand sophisticated business problems & translate customers' needs into solution plays.

Consistently achieving inside sales goals in an automated sales environment where accurate entry and management of lead data in a CRM system was required.

Strong time management and ability to ruthlessly prioritise key tasks

Team player with ability to interact with multiple stakeholders across sales, marketing & solution teams

Why consider this role?

Opportunity to tackle sophisticated problems with major implications for prospects and clients. You are the face of and often the first Adobe employee a prospect will get to speak to.

The BDR role opens up many doors within the broader Adobe ecosystem. There are opportunities to advance into sales, customer success, marketing and many more.

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