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Sales Development Representative

Apply Job ID 1-41665 Date posted 07/02/2019 Location Pittsburgh, Pennsylvania | Philadelphia, Pennsylvania | Richmond, Virginia | Arlington, Virginia | Harrisburg, Pennsylvania | Virginia Beach, Virginia | Alexandria, Virginia | Fairfax, Virginia | Charleston, West Virginia | Wheeling, West Virginia | Morgantown, West Virginia

Company Overview:

Nuance Communications, Inc. is the pioneer and leader in conversational AI innovations that bring intelligence to everyday work and life. The company delivers solutions that understand, analyze and respond to human language, amplifying human intelligence. With decades of domain and artificial intelligence expertise, Nuance works with thousands of organizations – in healthcare, telecommunications, automotive, financial services, retail, and more – to create stronger relationships and better experiences for their customers.

Job Summary:

Position summary:

The Sales Development Representative will drive new and existing business in the defined territory through strong solution selling skills, reporting to the Director of Sales Commercial Account in the US.  Must have successful track record of independent selling in a geographic territory and working with partners and channels.

Primary responsibility will be to drive new sales activity and business in PA, WV and VA territory and with named accounts through partners by solution selling.  Must possess strong interpersonal skills and deal at the C Level and below.  Enterprise selling success is key.

As an Associate Sales Representative (ASR), you will focus on both the qualification of “warm” inbound leads as well as prospecting to identify opportunities to support the sales funnel and help build a sales pipeline that leads to your ability to close business to attain quota retirement. You will focus on Nuance solutions in the areas of both on premise and SaaS based Intelligent Engagement, AI, Digital, Voice (speech recognition,) Security, Fraud, professional services and Omni-Channel solutions. As an ASR, your job will be to communicate with prospects by leveraging email prospecting, face to face and advanced phone qualifications skills. You will do all associated activities in a B2B model, selling to executives throughout the PA, WV and VA region closely collaborating with your experienced sales management team member.  You will play a key role in support of your assigned territory and will be responsible for fostering deep relationships with customers, channel partners and internal team members through strategic leadership and solution selling all leading to addressable closed pipeline to ensure quota attainment.

Responsibilities:

  • Lead and collaborate with a team of seasoned internal resources to help move enterprise sales deals through the entire sales life cycle.
  • Act as the first line of communication for customer leads that result from Nuance’s marketing activity.
  • Receive leads from Marketing, qualify them, and engage with your Field Sales management to develop a strategy and approach.
  • Represent the complete portfolio of Nuance Enterprise Software products to prospects and channel partners.
  • Develop sales strategies and approaches for specific named accounts, territory accounts and verticals in collaboration with your Field Sales management.
  • Set/coordinate customer meetings and/or conference calls, delivery of follow-up materials (marketing material, presentations, case studies, etc.), and maintaining on-going relationships with warm prospects.
  • Prospect into these accounts to identify key roles, individuals and business needs
  • Perform thoughtful and resourceful research to gather contact and company intelligence & develop an approach for each account
  • Meet with and develop relationships with external partners, and channel representatives to promote the Nuance message and encourage and close joint sales of Nuance products and services.
  • Learn the Nuance sales methodology and approach.
  • Accurately forecast deals on a weekly basis, delivering on committed deals in a timely manner.
  • Maintain all prospecting and lead response activity in SFDC.
  • Travel in territory required
  • Anticipated quota $1.25-3M annually
  • Perform tasks related to securing and keeping the products, tools, and processes that you are responsible for securing 

Knowledge, skills and qualifications – 

Education: BS or BA preferred

Minimum years of work experience:  1-3 Years

Required skills:

• High energy with a confident and assertive nature
• Technical proficiency in computing, telephony and systems integration disciplines
• Ability to work with Microsoft Office and other desktop applications, including but not limited to SalesForce
• Ability to work with a minimum of direct supervision and with demonstrated initiative
• Communicate effectively with all levels of business and technical management
• Excellent written, verbal, and stand-up presentation skills

Preferred skills: 2+ years of direct end-user sales experience, selling complex, large-scale projects to the large Enterprise and effective territory development and execution. Also strong relationships with the partner and channel community is a plus.

Additional Information:

Nuance offers a compelling and rewarding work environment. We offer market competitive salaries, bonus, equity, benefits, meaningful growth and development opportunities and a casual yet technically challenging work environment. Join our dynamic, entrepreneurial team and become part of our continuing success.  

Nuance Communication Inc.  is an equal opportunity employer.  We evaluate qualified applicants without regard to race, age, color, religion, sex, national origin, disability, veteran status, gender identity, sexual orientation and other legally protected characteristics. The EEO is the Law poster and its supplement is available here. If you need a reasonable accommodation because of a disability for any part of the employment process, please call 781-565-5086 – Human Resources Department and let us know the nature of your request and your contact information.

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