Lead Generation Specialist

Our client are one of the UK's leading Microsoft Solutions Partners for over 20 years, accredited to the highest level and a member of Microsoft's elite Inner Circle for Business Applications, experts in digital transformation. Underpinned by Microsoft Dynamics 365, Power Platform and the Azure Data Platform, they work collaboratively with their customers to deliver long term success through transformative technologies. They are now looking for a Lead Generation Specialist to join their marketing function.

Job Role and Purpose

This role sits within the operational function of the marketing team reporting into the Senior Marketing Manager. The successful candidate will thrive in a busy environment, collaborating with sales colleagues, with the ability to work unsupervised, utilising initiative and drive and demonstrating technical capability.

The primary purpose is to drive a pipeline of sales qualified opportunities through nurturing, relationship building and prospecting.

This role would suit an experienced candidate, ideally with some knowledge in Microsoft Dynamics solutions from a telemarketing or internal sales background. There is an opportunity for development and growth and to learn new skills.

Key Responsibilities

• Develop and maintain a good level of understanding of company propositions and be able to articulate these to prospects in a confident and concise manner across multiple channels.
• Generate sales opportunities through outbound calls, emails and social channels working on targeted data as well as generating new relationships.
• Contributing new contacts and insights to existing dynamic segments held within our Microsoft Dynamics 365 Platform.
• Make effective use of LinkedIn Sales Navigator to develop contacts, nurture relationships and generate sales qualified opportunities in line with quarterly targeted campaigns.
• Follow-up on webinars, seminars and other marketing campaigns and events to garner interest and uncover sales opportunities.
• Develop a pipeline of leads, contacted regularly to move prospects through the marketing funnel to the point where they are BANT qualified and ready to be qualified by sales.
• Set appointments for Business Managers based on BANT qualified leads for them to follow up and progress to opportunity.
• Collaborate and enhance account knowledge working with Microsoft Alliances Manager and sales colleagues in a regular cadence of meetings set and facilitated by the senior marketing manager.
• Gain knowledge of the competitive landscape and use this to the advantage of the business.
• Ability to travel to and attend events as required.
• Responsibility for adding leads, insights and relevant contact and account information into the CRM.
• Attend and contribute to monthly commercial meetings and be available for other meetings as directed by the senior marketing manager.

Performance measures

Opportunities & appointments

• A quarterly target for accepted opportunities by sales colleagues aligned to targeted Go To Market.
• Quality of opportunities will be measured against BANT criteria with coaching provided and facilitated by senior marketing manager, collaborating with sales and marketing colleagues aligned to specific industry sectors.
• Increase the number of sales accepted opportunities by working on BANT criteria and qualification feedback to continuously improve the conversion ratio from lead to opportunity.
• Increase the number of qualified opportunities that progress beyond the initial sales stage.

Engaged Contacts

• Enhance and enrich the lead pipeline of engaged contacts within CRM with a view to conversion to sales qualified opportunities.

Revenue Generation

• Contribution to revenue targets and pipeline cover for key sectors.

Educational Background

• Relevant degree or vocational qualification preferred, but not essential.

Previous Experience & Knowledge

• The ideal candidate will demonstrate at least 2 years' experience in a similar role working within either an internal sales or telemarketing environment within a technology business or B2B telemarketing agency with a technology focus.
• Expertise in the use of LI Sales Navigator or similar social-selling tools.
• Experience in B2B technology environment ideal.
• Utilising data tools and intent data (e.g. D&B, Cognism, ZoomInfo)
• Use of video and other digital tools ideal
• Adept in use of Microsoft Office, particularly Excel, Word and PowerPoint

Behaviours

• A dynamic, confident, proactive individual
• Excellent organisation & time management skills
• Experience of hybrid working and able to work on own initiative
• Comfortable in dealing with senior management and sales staff
• Resilient, approachable, innovative and engaging
• Ability to articulate our Go To Market propositions to targeted personas
• Demonstrates company values of innovation, passion and integrity

This is a full time, hybrid role requiring the candidate to attend a London office 1-2 days per week.

INDL