Lead Generation Representative -Direct Sales ON24

Responsibilities

- Execute a minimum of 70+ outbound customer calls per day with appropriate activity via e-mail to accompany those efforts. Manage responsibility to schedule a target number of meetings & demos each week in the Direct Sales organizations target accounts.
- Support Direct sales team prospecting efforts through qualifying sales opportunities and building pipeline via the telephone.
- Coordinate client meetings and on-line demonstrations of ON24 solutions on behalf of the Direct sales team.
- Further qualify and develop marketing leads to create revenue opportunities. Comfortable talking with new prospects & customers and building new relationships.
- Ability to understand complex business environments and uncover communication challenges that ON24s solutions address.
- Utilize Salesforce.com diligently to ensure standard processes are followed during opportunity discovery & qualification, standard Q&A is utilized and opportunity tracking/distribution rules are followed. Keep CRM updated with lead/opportunity details, qualification status & tracking and correct marketing event codes. Provide the ability to measure success.
- Assist prospects in understanding ON24 solutions, configuration, environment and how they fit within their current infrastructure and business processes.
- Work with sales leadership and Direct sales organization team members (Account Executives) to identify qualification improvements and ensure only Sales Qualified Leads (SQLs) are passed.
- Coordinate and drive attendance to seminars and other customer-facing events.
- Maintain up-to-date knowledge of ON24 solutions, business problems our solutions address and our competitive positioning in the marketplace.
- Work strategically with team members to identify opportunities with new ON24 customers. Mine the web, target organization information and use sales prospecting tools to identify need and develop demand in Direct Sales target accounts in North America.
- Strong working relationships with Direct Sales and Marketing organizations.
- Developing strong opportunities and healthy pipeline for ON24s Direct Sales Team.


Requirements

- Bachelors degree or equivalent years of experience preferred. Experience & previous success with prospecting and selling via phone, 1-2+ years demand generation or inside sales experience with a technology sales or related organization.
- Proven success in a role with weekly, monthly and quarterly targets.
- Must be a self-starter who is able to drive themselves towards goals, identify barriers to success to work with the team & leadership to build sufficient pipeline towards the Direct organizations growth goals. Strong personality and self motivated with ability to work in a fast paced, changing environment to provide quality opportunities.
- Understanding of Salesforce.com and associated marketing automation systems.
- Strong capacity to develop relationships quickly over the phone
- Skilled at prospecting for new business by discovering need for ON24 solutions and identifying business & IT decision makers.
- Comfortable with detailed conversations both at a business and technical level.
- Ability to contribute to the successful environment of a developing team.
- Excellent communication and interpersonal skills with the ability and skills to develop relationships quickly, both internally within ON24 and externally with prospects/customers.
- Strong written & verbal communication, organizational skills, time management skills and team orientation.
- Ability to build cross-functional relationships.

Location:	Charlotte United States