Inside Sales Representative

About the role

Fortra is looking for an Inside Sales Representative to support the growth of its customer base by prospecting target accounts and using ABS (Account Based Strategy) tools. The role also follows up on outbound campaigns that feed prospects to Account Representatives and Account Executives. As a senior member of the Business Development team, the incumbent mentors and trains newly promoted Inside Sales Representatives.

Key responsibilities

• Identify and qualify business opportunities through prospecting target accounts and ABS tools.
• Initiate telephone calls to build relationships, identify problems and propose software and services.
• Navigate the sales process: identify needs, position the solution, schedule, run demonstrations and qualify prospects.
• Communicate customer demand and trends internally, and document all customer communications in the CRM tool.
• Prioritize tasks, handle multiple priorities and refer cross-sell opportunities to other business areas.
• Report call documentation and results, and metrics to management as required.
• Mentor new Inside Sales Representatives, act as a resource on prospecting, processes and efficiencies, and lead prospecting strategy with marketing on messaging, email content and reporting.
• Attend trade shows to generate leads and achieve the annual quota.

Required profile

• Bachelor's degree, preferably in business, sales or marketing.
• Proven track record of consistently exceeding corporate objectives and quotas.
• Ability to learn technical aspects of software products and to prospect, research and position solutions for potential customers.
• Confident, positive and customer-focused, with strong influence management and stakeholder collaboration.
• Self-motivated, able to work with minimal direction and results-driven.

Required skills

• Excellent verbal and written communication and presentation skills.
• Strong organization and time-management skills.
• CRM usage for documenting customer interactions.