Business Development Representative (Mid-Atlantic)

The Business Development Representative (BDR) role is best described as requiring a Sales hunter mentality and is primarily responsible for generating new opportunities within current NWN Accounts and new leads for our Account Executives across NWN’s key offerings within a specific geography or vertical market. Additionally, the BDR is responsible for assisting in driving attendance to local events and webinars.

• Support Account Executives in territory by assisting in generating new customer relationships and assist in expanding existing customer relationships through the sale of NWN’s key offerings within a specific geography or vertical market.
• Participate in business development/demand generation activities to support customer growth.
• Follow NWN’s core selling models and tools, consistently use techniques and processes learned in our Force Management training and follow the MEDDICC methodologies for field sales.
• Research accounts/prospects to gain an understanding of the business/organization function, their target customers/markets, how they transact business, key decision makers, existing VAR relationships, key financial metrics, and the information technology budget.
• Always represent NWN in a professional and highly ethical manner.
• Develop relationships with focus manufacturer representatives covering the assigned territory or vertical.
• Develop relationships with multiple decision makers within accounts, especially at the C level Suites.
• Gain an understanding of the information technology strategy of assigned accounts, key projects for the current and upcoming years.
• Consistently and effectively, communicate NWN’s value proposition to key stakeholders within assigned accounts.
• Understand and stay current with partner registration programs and incentives.
• Utilize the company’s CRM tool and prospecting tools as directed by sales management.
• Maintain consistent contact with all assigned accounts, including cold calling within the assigned territory or market to identify new customers and projects.
• Attend and facilitate marketing events that are relevant to NWN sales team.
• Attend company-facilitated trainings and business meetings.

• Bachelor’s degree or equivalent and relevant work experience is required.
• 1+ years of solution-based selling - products and / or services.
• 1+ years proven success in selling technology or related projects in a territory-based assignment.
• Outside sales experience with direct end-user accounts.
• Understanding of key technology solutions.
• Working knowledge and/or the ability to quickly assimilate and reliably use NWN’s core selling models and tools, specifically SalesForce platforms, MEDDICC selling methodology, and fundamental skills learned in our Force Management sales process training.
• Demonstratable experience in a support role or a “Sales Hunter” role where attaining quota or growth targets is highly dependent on gaining new business.
• Demonstrated resiliency and personal drive to succeed.
• Solid communication skills, reasoning ability and people skills.
• Superb listening skills.
• Excellent oral and written communications skills, ability to present effectively.
• Excellent interpersonal and collaboration skills and ability to work in a team environment.
• Excellent negotiation and conflict resolution skills.
• Understanding and use of solution selling approach.

Travel: Yes

All offers of employment at NWN are contingent upon the successful completion of a comprehensive background check. This process ensures a safe and secure work environment for all employees.

NWN is an Equal Opportunity Employer: NWN provides equal employment opportunity to all employees and applicants for employment free from unlawful discrimination based on race, color, religion, gender, age, national origin, disability, veteran status, marital status, sexual orientation or any other status or condition protected by local, state or federal law.

PI282489393