Digital Sales Representative at Radware

Radware has revolutionized the way businesses safeguard their digital transformation. As a result, it has emerged as the undisputed industry leader, experiencing explosive growth in the rapidly expanding security market. Our mission is to protect critical infrastructure worldwide from the most advanced and sophisticated threats.

As a renowned provider of cyber security and application delivery solutions, Radware (RDWR) is actively seeking a Digital (Inside) Sales Representative. In this role, you will collaborate closely with the sales and marketing teams to identify new business opportunities within both prospective and existing Enterprise clients.By understanding client technology needs, you will forge strategic partnerships. Additionally, you will collaborate with field sales teams to drive and achieve sales targets.We are committed to excellence and look forward to welcoming a driven, passionate and collaborative individual to our team.

Your primary responsibilities will include: - Identifying new business opportunities - Establishing partnerships based on client technology needs - Meet or exceed pipeline and sales targets

Lead Generation and Prospecting: - Develop and nurture target account lists (from Marketing, CRM, or web-based research) to identify potential prospect accounts. - Conduct research on target companies to identify pain points and engagement strategies. - Access company websites to determine services offered and partner base. Assess if service providers meet the right caliber. - Collaborate with field sales personnel and channel partners to uncover business opportunities. - Engage contacts within target organizations to uncover opportunities and position Client's solutions. - Identify responsible individuals in the Service Provider organization for specific services. - Understand their internal power dynamics and what appeals to peers to effectively pitch Client's value. - Navigate company phone menu to gather intel on customer base, services, and vendor partners. - Build and nurture relationships via phone and email. - Promote activities and events to generate interest in prospect accounts.

Lead Qualification: - Assess prospective client needs using budget, authority, need, and timeframe criteria to determine lead quality. - Engage technical personnel as required to analyze prospect needs. - Develop and refine client contact database with campaign and prospecting information. Schedule meetings with qualified prospects for field sales.

Lead Lifecycle Management: - Monitor, manage, and qualify inbound leads generated through various marketing campaigns (e.g., email, SEO, SEM, social media, referrals, events). - Process leads from trade shows, events, and other campaigns, responding promptly and providing product guidance when needed. - Track leads from creation to conversion to ensure proper handling by sales or channel community. - Maximize ROI of Inside Sales by ensuring appropriate lead handling. - Create materials and quotes with SE support and client feedback. - Understand CapEx vs. OpEx expenditures, buying cycles, and tech costs.

CRM Database Management: - Track prospecting and account engagement in Oracle CRM. - Ensure data integrity for leads, opportunities, and accounts in your territory. - Rectify incomplete or redundant information as required. - Provide activity reports to field sales and team manager.

Qualifications: - Success in this role requires a passion for engaging with people, solving problems, persistence, identifying opportunities, and winning. - The position involves generating high call volumes and emails to identify Qualified Leads and prospecting target accounts. - Minimum 2 years of lead generation and Inside Sales experience, preferably in the IT field. Utilize internal Client resources (employees, portal resources, price matrix) to drive opportunities. Persuade Client architects/product management to invest in meetings/opportunities. - Understand the best fit for an opportunity at Client based on sales/engineering skillset + product knowledge. - Familiarity with Client's customer base: product, use case, vertical, tier/caliber. - Possess strong persuasive skills and ability to cold call target personnel and generate interest. Excellent telephone and customer service skills, attentive listening, and uncovering pain points. Establish and nurture relationships through phone and email. - Exceptional verbal and written communication skills.