Enterprise Inside Sales Representative


Position Description

Radware has changed how businesses are securing the digital experience. As a result, it’s now the recognized industry leader undergoing explosive growth in the rapidly expanding security market. A leading provider of cyber security and application delivery, Radware (RDWR) is looking for an Enterprise Inside Sales Representative to fuel the growth by cultivating new relationships and driving revenue by working with sales and marketing to identify new business opportunities amongst enterprise accounts. If you’re an energetic, upstart sales professional looking to own and drive your line of business, this could be the position for you.

As an Enterprise Inside Sales Representative, you will work closely with the sales and marketing teams to identify new business opportunities in both new prospective customers and existing accounts within the Enterprise. You will create partnerships around client technology need. You will partner with field sales personnel to help drive and attain sales targets. Primary responsibilities are:
 

Lead Generation and Prospecting

  • Develop and nurture target account lists (either Marketing generated, CRM derived, or through web-based research) in order to derive potential prospect accounts.
  • Undertake research into target companies in order to identify potential pain points and engagement strategies.
  • Access company website, identify services offered, identify partner base (vendor + technologies offered) Determine if the service provider is the right caliber/tier.
  • Work closely with field sales personnel and channel partners to identify business opportunities.
  • Engage contacts within target organizations so as to sense for opportunities and position Client's solution set.
  • Identify who in the Service Provider organization is responsible for what services, I.E. Business Development, Product, Network.
  • Understand their internal company power, what makes them look good to peers in order to accurately pitch Client’s value add.
  • Navigate main company phone menu: talk to tech support or sales line to gather intel on their customer base, services offered, vendor/technology partner.
  • Identify, initiate and nurture relationships both over the phone and via email.
  • Promote activities and events to stimulate interest in prospect accounts.
 

Lead Qualification

  • Determine the quality of leads by assessing a prospective client's needs using pre-determined budget, authority, need and timeframe criteria.
  • Engage technical personnel on an as needed basis to assist in the qualification and analysis of prospect needs.
  • Develop and refine the Client contact database with information gathered during the execution of campaigns and prospecting programs.
  • Secure and schedule meetings with qualified prospects for field sales personnel.
 

Lead Lifecycle Management

  • Monitor for, manage and qualify in-bound leads that are stimulated via a variety of marketing campaigns and techniques (e.g. email campaigns, SEO, SEM, social media, reseller referrals, event promotion, etc).
  • Process territory leads generated through trade shows, regional events, and other marketing campaigns.
  • Respond to and process all leads in a timely manner - providing clear product and solution guidance where requested.
  • Monitor and track all leads from creation, through qualification to conversion/rejection to ensure that leads are appropriate handling by sales and/or Client's channel community.
  • Ensure that leads are being appropriately handled and the return-on-investment in Inside Sales function is maximized.
  • Ability to create a Bill of Materials, Quote, DAR, etc with the help of SE support + client feedback.
  • Understand CapEx vs. OpEx expenditures, buying cycles/styles, tech costs per month/per year
 

CRM Database Management

  • Track all prospecting and account engagement activity in Oracle CRM.
  • Ensure the integrity of data relating to leads, opportunities and accounts in your assigned territory is maintained. Rectify incomplete or redundant information where necessary.
  • Provide activity reports to field sales personnel and team manager.
 

Skill Requirements

  • Success in this position requires a passion for talking with people, solving problems, persistence, identifying opportunities and winning. This role necessitates the generation of heavy call volumes and emails in order to identify Qualified Leads.
  • At least 2 years of lead generation and Inside Sales experience - ideally in the Information Technology space.
  • Leverage internal Client resources (employees, portal resources, price matrix) to drive opportunity.
  • Convince Client architects/product management that meeting/opportunity is worth investing in.
  • Understand who at Client is the best fit for an opportunity based on their sales/engineering skillset + product knowledge.
  • Understanding of Client Customer base: product, use case, vertical, tier/caliber.
  • Possession of strong powers of persuasion and the ability to cold call into target personnel within an organization and to generate interest.
  • Outstanding telephone and customer service skills, the ability to listen well and uncover a prospective client's pain points.
  • The ability to establish and nurture relationships via phone and email.
  • First rate verbal and written communication skills.

Benefit Summary

United States

Radware US provides a comprehensive benefits package for all full-time employees and their dependents including:

  • Paid vacation, personal and sick days plus company paid holidays
  • Medical and dental coverage – subsidized by Radware
  • Company paid vision plan  
  • 401K match
  • Company-paid life and AD&D insurance  
  • Company paid Short Term and Long Term disability insurance
  • Flexible spending account (medical/dependent care)  
  • Employee Assistance Program
  • Employee Recognition Program  
  • Employee referral bonus

Canada

Radware Canada provides 100% company-paid benefits for all full-time employees and their dependents including:

  • Medical, dental and vision insurance
  • Short/long term disability  
  • Accidental death and dismemberment insurance
  • Life insurance

How to Apply

To apply for the above position, please fill out the consent form below and agree to our terms for applying online. If you wish to apply, but not to submit the form below, please contact us at hr.americas@radware.com.

Radware will process your Personal Data for recruitment purposes only. Your data will be stored in our Applicant Tracking System, [which stores data in the U.S and is fully compliant with EU data protection laws], and will not be shared with anyone else. Even if the position has been filled, We would like to keep your data in our database for future positions. In the Radware privacy policy, you will find information about our compliance with GDPR (data protection law.) It also includes instructions on how to request access to your data, request us to delete your data, correct any inaccuracies or restrict our processing of your data. You have the right to lodge a complaint about the way we handle your data. You can contact dpo@radware.com for more information or with concerns: