Market Development Representative

Job Title: Market Development Representative

Summary: The Market Development Representative (MDR) is responsible for identifying and qualifying opportunities for Black Duck?s North American sales organization. This is accomplished through partnering with Field Sales and Marketing to generate demand and define market requirements. Activities include proactive account penetration within assigned accounts and effective follow-up to marketing generated leads.

Key Responsibilities:

(A) Pipeline Development:
? Identify and qualify potential opportunities through proactive outbound calls within the Black Duck 500.
? Design account penetration and development strategies and execute tactical call plans.
? Proactively cold-call target prospects opening a line of communication with key contacts to create interest in Black Duck?s solutions and services.
? Target cross-functional teams, create an accurate map of prospects; identify influencers and decision-makers.
? Educate and nurture opportunities until an initiative is identified and/or field involvement is appropriate.
? Conduct research and gather intelligence on accounts by using Hoovers and other sources. Develop an understanding of the account?s business issues and other relevant information.

(B) Marketing Programs:
? Conduct prompt follow-up to leads generated by marketing campaigns. Follow up on all telephone inquiries and web leads within 24 hours; follow up on all other leads within 48 hours.
? Track marketing programs and provide feedback on quality of leads.
? Provide input for new marketing programs.
? Effectively utilize inquiry rating and lead qualification system.
? Execute telemarketing programs as defined by management.

(C) Sales Process and Database Integrity
? Understand the Metrics for Measuring Success and maintain activity levels to achieve goals.
? Adhere to all current sales methodologies and processes.
? Capture, maintain, and disseminate accurate and relevant prospect information using Salesforce.com.
? Maintain current knowledge of Black Duck?s products, solutions, customers and competitive differentiators.

Job Skill Requirements
Experience Needed:

Minimum 2 years phone experience
Minimum 2 years proven sales or relevant experience ideally within the software/technology industry

Other Skills and Abilities:
Superior verbal and written communication skills
Have exceeded goals and quotas consistently in previous positions
Comfortable with spending extensive time on the phone daily
Persistent in achieving goals and objectives
Strong time management, organizational and decision-making skills are critical
Team player