Clearwater is a leading provider of cybersecurity, risk management, and compliance services for healthcare and other regulated industries. The Business Development Representative is responsible for being the first touchpoint in the sales cycle, engaging with prospects, identifying their needs, and guiding them through the sales process to qualify leads for the sales team.
Responsibilities
- Researching and creating targeted lists of people (prospects) who could benefit from Clearwater managed services, consulting services, and software offerings
- Developing curated, targeted prospect lists
- Reaching out to prospects to identify needs and pain points
- Guide qualified prospects onto the next stage of the sales process by booking a discovery conversation between the prospect and the Clearwater Sales team
- Continuously improve sales development skills and learn the different career paths to create a lucrative future in cybersecurity sales
- Provide professional outreach to contacts that fit our ideal customer profile and create warm engagement for Sales meetings
- Utilize Salesforce.com, Salesloft, ZoomInfo, LinkedIn connections/messages, cold calling, and email to enhance optimal engagement and intro to Clearwater’s portfolio of services
- Identify the prospect's needs and nurture with messaging of the appropriate Clearwater service
- Build long-term trusting relationships with prospects to qualify leads as sales opportunities
- Proactively manage multiple target markets with informed updates from our thought leadership content with an end goal of setting up a qualified prospects and appropriate sales teams
- Collaborate with Sales for regional events and sponsored conferences to obtain onsite meetings with targeted executive attendance
- Execution of activities and meeting goals with marketing to achieve the department's new book sales objectives
- Generate qualified leads through execution of high-volume outbound prospecting, including 100+ emails per day, and call follow-ups triggered by opens or clicks, to build and manage lead development pipeline across all markets
- Prospect into multiple organizations via cold-calling, networking, and e-mail/e-marketing
- Qualify all sales leads based upon specific lead qualification criteria
- Schedule introductions/ meetings for Account Executives and ensure timely follow up
- Maintain Salesforce records by continuously logging prospecting activities, adding new contacts, and updating account information with useful account intelligence
Skills
- 0-2 years of working experience in a Sales Development Representative/Business Development Representative role; candidates with prior experience should demonstrate a strong track record of achieving KPIs
- Bachelor's degree
- Strong communication skills via phone and email; ability to converse with and influence a variety of organizations and decision makers
- Proven creative problem-solving approach and strong analytical skills
- Work collaboratively in a team-based environment and execute upon interdepartmental strategy
- Organize and implement a multi-channel prospecting approach, maximizing your outreach efforts by developing and utilizing sequences in SalesLoft
- Self-Motivated and able to work independently
- Be able to adapt processes to enhance the identification of strategic accounts and prospects making the most of the tools available (Salesforce, ZoomInfo, Linkedin Sales Nav, Pitchbook, Hubspot, and SalesLoft)
- Develop a strong relationship with account executives to develop a deep understanding of Clearwater's value proposition and products to effectively communicate their benefits to prospects
- Demonstrated drive and resilience; motivated by success, thrive in a target-driven, and consistently looks for ways to improve
- A quick learner who takes ownership of their development and proactively seeks out challenges and feedback
- Ability to embrace Clearwater's CLEAR core values (Commitment to Client Success, Lead with Accountability, Integrity & Collaboration, Excellence in All That We Do, Advance Colleague Success, Respect & Transparency) and culture
- Prior experience in cybersecurity and/or healthcare services/technology is a plus
- Working in an organization that sells more than one service to multiple target markets is a plus
Benefits
- Merit-based salary increases
- Eligibility for our 401(k) plan
- Medical, dental, vision, life and disability insurances
- Leaves provided in line with your work state
- Flexible paid time off
- 11 paid holidays
- Paid sick time
Company Overview
Clearwater serves a diverse and growing base of customers across the healthcare ecosystem, including several of the nation’s largest health systems as well as a large universe of regional hospitals, physician practice management groups, digital health and other healthcare technology companies, medical device manufacturers, and business service providers. It was founded in 2010, and is headquartered in Nashville, Tennessee, USA, with a workforce of 201-500 employees. Its website is https://clearwatercompliance.com/.
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