Job Description

As a Sales Development Representative (SDR), you will be responsible for generating new business opportunities for the entire Sophos product suite. This high-impact position has been created to help accelerate the growth of Sophos across Australia and New Zealand (ANZ), by proactively generating high-value new business opportunities from mid-market and enterprise organizations.The Sales Development Representative\'s primary function is to proactively uncover, nurture, and generate new business opportunities for Sophos\' sales teams by leveraging both inbound marketing-generated leads and via strategic outbound prospecting.These qualified opportunities will then be passed to our Sales team and partner network for follow-up and closure. The SDR role is the key link between marketing and sales.Please note this role is working on a remote working agreement.What You Will Do

• Based in Malaysia, the primary focus is to identify new business opportunities in the Australia and New Zealand (ANZ) mid-market and enterprise sectors, through both inbound and outbound prospecting activities.
• You will manage a funnel of inbound leads coming in from our website and leads created from field marketing activities such as webinars and events.
• You will also research and hunt for new business opportunities using outbound prospecting techniques and making use of tools such as Cognism, ZoomInfo and LinkedIn Sales Navigator.
• You will leverage various data sources, qualitative data insights and prospecting information to build a significant \'target prospect\' pool to nurture leads and ultimately convert them into high quality sales opportunities for sales.
• Conduct high quality discovery calls with prospects and develop the ability to articulate value and sell cutting edge technology solutions to businesses throughout the region.
• Become an expert on information security to be able to advise prospects and customers.
• Uncover and compose detailed, succinct summaries of prospects infrastructure, pain-points and business needs.
• Create high value, detailed and well qualified Sales opportunities from accounts with 100+ employees.
• Achieve quotas around volume of opportunities generated and pipeline contribution from high daily activity levels.
• Secure Sales appointments with Senior Decision Makers.
• Build and nurture a comprehensive prospecting lists to ensure continual prospect pipeline.
• Capture useful intelligence to drive future new business activity.
• Input information into company CRM and leverage this and 3rd party sources to research prospects.
• Work closely with field marketing to understand and help execute successful field campaigns and Account Based Marketing (ABM) programs.
• Develop a strong partnership with the sales team to ensure an enduring and highly productive relationship, based on mutual success.
• Attend and participate in weekly/monthly team meetings.

• Minimum proven 2 years as an SDR in new business roles, preferably from a consulting/vendor background.
• Experience and track record in an Outbound lead generation environment
• Experience in Australia and New Zealand markets desirable.
• Experience with objection handling and overcoming rejections.
• Have worked with sales reps / account managers for appointment-setting.
• Experience in the IT and/or IT Security Industry in the B2B space in Asia Pacific.
• Knowledge of CRM systems and SDR productivity tools (Salesforce and Outreach).
• Passion for technology in the B2B space
• Amenable to work on early morning schedule (7AM - 4PM) schedule.

Sophos