Enterprise SDR - Melbourne based for ANZ

About CyberArk:
CyberArk (NASDAQ: CYBR), is the global leader in Identity Security. Centered on privileged access management, CyberArk provides the most comprehensive security offering for any identity – human or machine – across business applications, distributed workforces, hybrid cloud workloads and throughout the DevOps lifecycle. The world’s leading organizations trust CyberArk to help secure their most critical assets. To learn more about CyberArk, visit our CyberArk blogs or follow us on X, LinkedIn or Facebook.

CyberArk is looking for a motivated and talented BDR to join our growing team in ANZ. Your responsibility is to help turn leads into qualified opportunities by partnering with marketing and field sales to create and execute on program and outbound lead generation campaigns. This position requires heavy outbound phone calling, qualification, consultative selling skills and tight collaboration with the Account Executives to generate new opportunities.

You are responsible for qualifying leads at the initial stages in the sales funnel. They must be equipped with well researched information about their prospects/potential clients. Have good knowledge of the prospect’s industry, sales process, competition and compelling events to make effective and meaningful conversations. They must proactively reach out to potential leads, or promptly follow up with those who have inquired about your company and offerings via phone, email and social media.

Primarily, the role of will be twofold - inbound and heavy focus on outbound sales prospecting.

Responsibilities:

• Follow-up on inbound marketing leads and identify qualified opportunities providing appropriate levels of information at the right time for interested prospects
• Outbound prospecting into target markets and accounts, identifying and engaging with key stakeholders, educating and developing prospects into qualified opportunities.
• Be responsible for educating and developing prospects leading to hand-off to sales teams
• Identify key players, researching and obtaining business requirements, and presenting solutions to begin sales cycle
• Profile strategic accounts identifying key individuals, researching and obtaining business requirements and presenting solutions to start the sales cycle
• Set appointments for sales team when a lead reaches a qualified stage
• Nurture new marketing leads by educating and developing prospects until they are ready to speak with a field sales rep
• Collaborate with sales and marketing team members on strategic sales approach
• Ensure successful follow through of sales cycle by maintaining accurate activity and lead qualification information in CRM application, Salesforce.
• Ability to understand and communicate CyberArk’s role in the privileged account security space
• Educate prospects/customers about terminology, features and benefits of products in order to drive engagement
• Determine and understand a prospect company’s primary business issues to match a fitting solution
• Drive traffic to various online and offline events including (but not limited to) tradeshows, webinars and seminars
• Proactively recommend items needed by customers to increase customer satisfaction and improve transaction profitability
• Manage time effectively, meet personal goals and work effectively with members of the ASEAN Region
• Perform other duties as assigned

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• Experience in lead qualification, lead nurturing, lead generation and appointment setting

• Strong communication skills, particularly on the phone, email and social media platform, and cultural awareness

• Proactivity and readiness to cold call

• Good internet research skills

• Highly motivated and target driven

• Organized and ability to prioritize business workload in a fast pace environment

• Ability to work accurately, with strong attention to detail

• Display initiative in understanding all aspects of the role

• Good team player and a willingness to collaborate