Role :

1. To plan and execute account based outreach strategy driving demand generation goals around sales pipeline growth and accelerating pipeline velocity by leveraging.

2. Account Based led 1:1 outbound outreach tactics in connecting & engaging in conversations with the right stakeholders in an account to qualify them into a SQO (Sales Qualified Opportunity) .

3. Leverage & Nurture Engagements created through Multi-Channel outside Outbound - with the target accounts ( Events/ Inbound/ Campaigns etc.) to qualify them into a SQO.

4. Support Pipeline Acceleration through account mapping, intelligence & activation campaigns propelling pipeline velocity.

Responsibilities :

1. Account Research, Stakeholder Mapping & Intelligence in alignment with GTM Strategy with respect to segmentation led Target Accounts.

Create Value Proposition & Pitch in alignment with the ICPs ( Ideal Customer Profile ) in the Target Accounts.

2. Build, Continuously iterate and execute on 1:1 Outreach playbook leveraging email, calling, linkedin etc. based on the ICP s in each Account to meaningfully engage with the right stakeholders.

3. Leverage ABM tools in terms of intent intelligence, account & contact intelligence to personalize & contextualize the messaging and maximize account coverage.

4. Plan and execute 1:few & 1:many Email sequences in alignment with the Account Outreach Strategy to create awareness and evoke interest to engage with us.

5. Qualify Inbound Opportunities and nurture engagements with target accounts through other channels outside outbound - events/ webinars/ partnerships/ inbound/ campaigns etc. to qualify them to SQO.

6. Plan and execute Outbound Calling & follow-up based on Account Engagement intelligence to set up a meeting with the right stakeholder.

7. Set up & drive first meeting with the prospect on aiding discovery of needs, educating on solution benefits and facilitating transfer of account ownership to Sales in alignment with Account Qualification Criteria ( into a SQO).

8. Drive Periodic Cadences with Sales to align on Account Engagement Progress, Meetings, Pipeline Progress to identify & plan any interventions to accelerate pipeline velocity or re-activate dormant accounts.

9. Drive Periodic Cadences with Campaign , Partner & Event Marketing teams to align on current campaign engagement & leverage the same to nurture and qualify them into a SQO.

Requirements :

1. 4-7 years of Enterprise SaaS Business Development experience.

2. Understanding of the Supply Chain & Logistics domain is an advantage.

3. Ability to leverage Account Intelligence & Sales Engagement Platforms driving effectiveness of Outcomes.

4. Post Graduation in Management.

Articulation & Relationship Skills with ability to connect and engage in meaningful conversations with the customer.

5. Persuasion Skills in ability to discover latent needs, formulate & communicate an effective pitch to influence decision making.

Also, are you the one who

Takes complete Ownership & Go beyond the brief?

Brings a Data Driven Approach with attention to details?

Displays Empathy & be Collaborative in Approach?

Communicate with Clarity?

Always Willing to explore & learn?

Is open to working in a fast paced, constantly changing environment?

Challenges the Status Quo & brings new ways of working ?

All Yes ? Well, we are looking for you !

Sometimes we hold ourselves back when an opportunity presents itself . It's always good to take a shot and discover what's in store for you - Are you ready?

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