Job type full-time
Full job description
Business development representative why we need you – the mission atp is the leading provider of aviation software and information servicesOur innovative product lines, including flightdocs, aviation hub, chronicx, and spotlight, reduce operating costs, improve aircraft reliability, and support technical knowledge sharing and collaboration in all aviation and aerospace industry sectorsThe products and services of atp support more than 75,000 aircraft maintenance professionals worldwideAs a global company, atp has more than 7,500 customers in 137 countries and partnerships with over 90 oemsAs a business development representative (bdr) you will work with account executives to develop a territory strategy and will “cold prospect” into the territory to generate qualified sales opportunities for the account executive to further qualify, negotiate, and closeThe bdr qualifies prospective customers through targeted questions about their business strategy and challenges, then leverages this information to align and position atps product offerings you will be responsible for daily sales activities and monthly/quarterly quotasBdrs receive significant hands-on training with an emphasis on strategic selling methodology, learning how to understand account interest/need, and developing prospecting strategiesThe bdr position is a great way to gain in-depth sales experience in a rapidly growing saas company, and we are committed to enabling our employees with a career platform that fosters growthWhat you’ll accomplish - your performance objectives objective #1: in your first month, onboard, get up to speed on the company, our processes and our market:
Develop a deep understanding of how atp delivers and adds value to our customers by meeting with all key business leaders to understand our business model, customers, approach, and opportunities
Work with the business development team leader to design a learning plan that will help you ramp up on the sales process and learn best practices on prospecting, discovery and lead nurture
Successfully complete the atp bdr certification program
Objective #2: in your first 2 months, take learning into practice and production:
Learn the product and do a successful presentation, discovery and demonstration for our prospects
O record 2 calls per week and submit for coaching and approval to be released to production
Present a prospecting plan on how you meet your kpi’s aligned with sales representatives territory plan
Objective #3 in your first 6 months, establish a cadence and series of efficient, repeatable, processes:
Conduct in-depth discovery calls and adequately complete the discovery checklist on each discovery call
Effective qualify opportunities based on fleet size and product requirements
Manage sales pipeline, moving prospects through mql, discovery and up to demonstration stages.
Maintain linkedin presence, promoting marketing material and connecting with industry members.
Meet or exceed monthly kpi goals created by your leadership team which will include call activity, meeting and demonstrations scheduled and new pipeline created
Attend trade shows and conventions as needed.
Who we’re looking for - the personal competencies that matter
Trusted advisor to customers and colleagues: establish domain expertise by learning our industry and conducting deep discoveriesGain the trust of the customer with showing them a better way and leading them through their evaluation journey and beyond business acumen: this person (and their team) will be the “go-to” for our customers and should be comfortable discussing all but the most technical facets of our product lineThey need to be deeply conversant with their product(s) and also have a solid working knowledge of both our domain and the way we add value for our customersIntellectually curious: you have a strong level of curiosity and care about learningYou are willing to try out new sales management techniques and continuously improve your own skillsets and understanding collaborative: you have empathy for your colleagues and customersYou demonstrate and influence cross-functional collaboration within the company and seek out opportunities to build relationships with others, especially in product-related function and can drive initiatives forward, even when difficult personalities or politics stood in the wayFlexibility: you understand that at growth stage companies, things will evolve, and you may have to be flexible in your approach and in your expectationsYou are open-minded and adapt well to changing environments as a company grows and scalesHow we work – the core values that define our culture
We are at our best when we:
Are selfless team playersWe work together to achieve our goals and we put the team ahead of ourselves.
Are driven to succeed exceedWe take pride in our work and in exceeding expectations.
Find a better wayBy seeking to understand the challenge, we work to improve the process and solution.
Are simplifiers (not complicators)We focus on solutions and not obstaclesWe take action and ownershipWe gather the right people in the room and drive to a solution.