Inside Sales Executive

Job description

The Inside Sales Representative at ENH iSecure will play a pivotal role in driving the growth of our client base by identifying, qualifying, and nurturing leads. This position requires a dynamic, goal-driven individual who can effectively communicate ENH iSecures value proposition to potential clients, focusing on building initial relationships that convert into long-term partnerships.

The ideal candidate will have experience in technology sales, an understanding of the cybersecurity domain (specifically IAM), and a proactive approach to managing leads and building a pipeline.

Key Responsibilities
1. Lead Generation and Qualification
• Identify potential customers and decision-makers in target markets, including but not limited to the technology, finance, healthcare, and government sectors.
• Conduct outbound prospecting activities (cold calling, emailing, social media outreach) to generate new leads for the sales pipeline.
• Use CRM and lead management tools to track, nurture, and qualify leads, ensuring timely follow-ups and data accuracy.

2. Sales Outreach and Communication
• Conduct initial outreach to new leads, effectively communicate ENH iSecures offerings, and understand customer needs to assess alignment.
• Engage with prospects through multiple channels (phone, email, LinkedIn) to nurture and move them through the sales funnel.
• Schedule appointments and demonstrations for the senior sales team, ensuring a seamless handoff of qualified leads.
3. Pipeline Management
• Maintain and update a strong, consistent sales pipeline, tracking all activities and opportunities in the CRM (e.g., Salesforce, HubSpot).
• Work with the sales team to establish priorities, ensure consistent follow-up, and optimize lead-to-close time.
• Provide regular pipeline and lead activity reports to the Inside Sales Team Lead.
4. Product Knowledge and Positioning
• Gain in-depth knowledge of ENH iSecures IAM solutions, including SailPoint, Okta, CyberArk, ProofPoint, and Silverfort, and understand how these solutions address customer needs.
• Tailor sales pitches to highlight the unique value propositions of ENH iSecure’s solutions, demonstrating how our offerings solve common IAM and cybersecurity challenges.
5. Market Research and Targeting
• Conduct research on target industries and accounts to better understand customer needs, industry trends, and competitive landscape.
• Utilize market data to identify new business opportunities and adjust outreach strategies as needed.
6. Collaboration with Sales and Marketing Teams
• Work closely with the marketing team to provide feedback on campaigns, content, and lead quality.
• Collaborate with the field sales team to refine the handover process and ensure lead quality aligns with strategic goals.
• Contribute to marketing initiatives, such as webinars or content campaigns, by helping to drive attendance or share campaign assets.
7. Customer Relationship Building
• Build and maintain relationships with prospective clients by providing timely follow-ups, sharing relevant content, and establishing ENH iSecure as a trusted advisor.
• Conduct regular check-ins with warm leads to keep them engaged, gauge interest, and nurture them through the sales funnel.
8. Metrics and Goals
• Meet or exceed monthly and quarterly lead generation and sales targets.
• Track and report on key performance indicators (KPIs) including call volume, appointment setting, lead conversion rate, and pipeline progression.
• Participate in regular sales training and development sessions to improve skills and knowledge.

Required Skills and Qualifications

• Experience:
  • Minimum 2+ years of experience in a similar inside sales role, ideally within the technology or cybersecurity industry.
  • Demonstrated experience in B2B lead generation, prospecting, and qualifying leads for a high-performance sales team.
  • Knowledge:
  • Familiarity with Identity and Access Management (IAM) and/or cybersecurity solutions is highly preferred.
  • Understanding of CRM software (e.g., Salesforce, HubSpot) and sales prospecting tools (e.g., LinkedIn Sales Navigator).
  • Skills:
  • Strong verbal and written communication skills, able to convey complex ideas in a clear and compelling way.
  • Excellent phone presence, with the ability to engage and build rapport with prospective clients.
  • Skilled in time management, able to prioritize and handle multiple tasks in a fast-paced environment.
  • Analytical mindset, capable of interpreting data, setting priorities, and working toward strategic goals.
  • Attributes:
  • Highly self-motivated and results-oriented, with a proactive approach to finding and creating sales opportunities.
  • Customer-centric, with an emphasis on understanding client needs and building long-term relationships.
  • Team-oriented, able to work collaboratively with sales, marketing, and product teams.
  

Preferred Qualifications

• Bachelor’s degree in Business, Marketing, or related field.
• Working knowledge of MS Office/Office 365 tools
  • Familiarity with enterprise software sales cycles and an understanding of the IAM landscape in India.