Lead Development Representative f/m

Summary / Role Purpose

This position plays a key role in managing marketing generated opportunities for new business by developing qualified leads for the ANSYS, Inc. sales team. The focus is to nurture leads with the intent of delivering qualified opportunities to sales based on predetermined criteria. In addition to lead generation and development, the Lead Development Representative is responsible for engaging customers during ANSYS event and tradeshows, updating the CRM databases with information gathered with every prospect contact. Lead development responsibilities require significant engagement (i.e. email and tele-prospecting) in a business to business environment and use of internet/internal database resources to identify and profile new customers. The Lead Development Representative is an active team player, fostering sales and marketing collaboration and alignment towards joint goals.

Key Duties and Responsibilities

• Support the lead routing and administration process at ANSYS
• Follow up on prospect inquiries concerning ANSYS software products
• Research, identify and create new market opportunities through targeted engagement into prospect accounts, speaking with key decision makers to create and develop interest in ANSYS software
• Engage current accounts to expand awareness, education, referral networks, new opportunities and develop account intelligence
• Effectively partner and work across the Marketing, Sales and Product teams
• Work closely with key internal teams to develop account intelligence, relationship maps, and use case opportunities through direct account engagement and insight tools
• Leverage marketing campaigns (marketing material, seminar, webinar etc.) to develop and nurture leads to opportunity
• Schedule meetings, appointments and demos
• Apply sales and technical expertise required to identify leads and pass them to the appropriate opportunity owner
• Participate in ANSYS events, trade-shows and digitally led customer engagement programs. Drive attendance to ANSYS events in assigned territory
• Update the CRM database or other databases with lead and/or contact info and account/prospect intelligence gathered in order to provide visibility to market opportunities in assigned territory
• Provide market feedback to the management team to optimize positioning of offerings
• Develop and communicate ongoing improvements to the process of prospecting for and qualifying leads
• Work on special projects as directed by the Manager of Lead Development

Minimum Education/Certification Requirements and Experience

• Bachelor’s degree required preferably in business, marketing or engineering.
• Relevant experience in an inside sales or marketing role is desired, which can include direct employment, contracted employment or internship.
• Experience working in a sales and/or customer relations environment
• Technical aptitude and/or experience in an industrial/technical sales environment
• Excellent record of customer service and customer satisfaction
• Skilled at initiating phone discussions and overcoming objections
• Strong prospecting and lead qualification skills
• Ability to leverage social media to identify and engage with key decision makers
• Understanding of sales automation tools (SalesForce.com experience is a plus) and the sales process
• Outstanding written and verbal communication skills in local language (French)

Preferred Qualifications and Skills

• Well-organized, self-directed team player.  Remains open to others’ ideas and exhibits willingness to try new things
• Able to assess business opportunities based on predetermined criteria in order to align opportunities with sales
• Able to understand industry issues and apply software value statements in order to engage with prospective customers in a meaningful and mutually beneficial manner
• Ability to formulate communication strategies based on behavior style tendencies
• Ability to engage with prospective customers based on open probes and creation of value statements
• Establish and maintain credibility with the internal sales team and prospective customers
• Effectively communicate value by getting past the gate-keeper and overcoming objections.
• Adapts to changes in the work environment, manages competing demands and can deal with frequent change, delays or unexpected events
• Prioritizes and plans work activities, uses time efficiently and develops realistic action plans
• Willing to take direction, engage in training and apply techniques and constructive criticism to improve performance
• Demonstrates accuracy and thoroughness and monitors own work to ensure quality and can read and interpret written information
• Demonstrates professionalism, discretion, and good judgment in all interactions with co-workers, customers, vendors and others
• Consistently at work on time, follows instructions, responds to management direction