Business Development Representative (BDR)

Selectica 34 reviews San Mateo, CA
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Job Description

Business Development Representative (BDR)

Selectica is seeking a Business Development Representative (BDR) to qualify and nurture inbound leads in order to create high-quality pipeline for our Sales organization. The BDR will be a highly critical member of our dynamic, fast-paced Marketing organization, managing leads generated through various online marketing activities and channels, educating prospects on our products and services, and creating sales opportunities for our Account Executives.

An integral member of a dynamic Marketing group, the BDR will be part of a team of professionals thats dedicated to making our customers successful through state-of-the-art cloud-based software solutions. Selectica develops innovative software that the worlds most successful companies rely on to improve the effectiveness of their sales and contracting processes. Our CPQ (configure-price-quote) and CLM (contract lifecycle management) solutions support the Global 2000 and growing mid-size firms in closing billions of dollars worth of business each year. Our patented technology, delivered through the cloud, makes it easy for customers in industries like high-tech, telecommunications, manufacturing, healthcare, financial services, and government contracting to overcome product and channel complexity, increase deal value, and accelerate time to revenue.

Responsibilities
  • Develop pipeline
    Qualify and respond to inbound leads in an energetic and timely manner. Manage personal pipeline with accuracy, efficiency, and a high level of detail. Educate reps on sales-ready opportunities so they can most effectively close deals. Create and update lead, account, contact, and opportunity records in salesforce.com to ensure data cleanliness and accuracy.
  • Build relationships
    Nurture qualified leads via phone, email, and marketing campaigns. Research prospect accounts, identify key players, understand their roles, responsibilities, and business objectives, and generate interest within their organizations. Successfully overcome objections while educating prospects on our products and services. Act as a trusted, honest resource to prospects who have questions about our products and industry, but may not be ready to buy.
  • Create positive interactions
    Create an excellent first impression of Selectica, treating leads with the utmost respect and appropriately representing our brand and corporate values. Help instill prospects trust in our sales and lead development processes by responding quickly and proactively to all leads.
  • Participate in marketing
    Work closely with marketing to understand how campaigns and other marketing initiatives affect lead flow and pipeline. Provide feedback to ensure continuous optimization. Keep a steady beat on our target industries and personas to provide relevant feedback to marketing.
Requirements
  • Bachelors degree required
  • 1-3 years professional experience; Sales or Business Development experience preferred
  • Self-starter with exceptional organizational and planning skills
  • Positive and energetic phone and interpersonal skills
  • Proficient with MS Office and computer skills
  • Experience using salesforce.com (or any other CRM software) a plus, but not required
  • Ability to work in a high-energy team, receive feedback, and adjust tactics as necessary
  • Proven ability to meet monthly and quarterly targets
  • Must be able to work on-site at Selectica HQ in San Mateo, CA
How to apply

Send a resume and cover letter to sales@selectica.com with the subject line: Business Development Job Applicant.

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Company Info

Selectica Reviews

3.9
34 Reviews
Rating Trends
Recommend to a friend
Approve of CEO
Selectica President and CEO Blaine Mathieu
Blaine Mathieu
13 Ratings
    1. Startup Feel in an Established Company with a Compelling Vision.

      • Comp & Benefits
      • Work/Life Balance
      • Senior Management
      • Culture & Values
      • Career Opportunities
      Current Employee - Sales Engineer in San Mateo, CA
      Current Employee - Sales Engineer in San Mateo, CA

      I have been working at Selectica full-time (less than a year)

      Pros

      Years ago, Selectica experienced a loss of focus under previous management, which alienated high performers. Current management has turned around the malaise. For the most part, we have the right team in place (the deadwood has been asked to go), and an excitement level around the direction of the company which I'm told hasn't been present in years. Even better, the company is generous with employees and empowers people to make decisions.

      Other reviewers have been critical of the new "first time" CEO, so I'll address this also. The CEO is a culture guy, and that's what the company needed. The environment is fun, hip and the company has brought on a number of sharp people in the last 6 months. People sometimes bring pets. Snacks and drinks are abundant, and table tennis tournaments are a mainstay at all times of the day. The work environment is (almost) entirely devoid of the usual B.S. political moves you'd find in other software companies (big and small). Moreover, I get the impression that everyone I interact with on a daily basis is talented and knows what he or she is doing.

      More importantly, our CEO reorganized the company around a focused cloud solution, which seems pretty smart. Existing clients have personally told me they're excited about the new focused direction of the company. Everyone I've talked to in sales is fired up and is highly confident about exceeding targets.

      For reference: I'm in sales (not sales management)

      Cons

      There's some work to do bringing up existing accounts to current versions, and challenges around shifting to an "all cloud" company. In other words, short term growing pains, which is a good "con" to have.

      Advice to ManagementAdvice

      Keep doing what you're doing - Keep the culture fun and loose, and keep empowering people to make decisions. Also, keep an eye on overseas expansion into europe and asia-pac.

      Recommends
      Positive Outlook
      Approves of CEO
    2. Transitioning from on-premise highly customized software to a SaaS model.

      • Comp & Benefits
      • Work/Life Balance
      • Senior Management
      • Culture & Values
      • Career Opportunities
      Current Employee - Anonymous Employee
      Current Employee - Anonymous Employee

      I have been working at Selectica

      Sign In or Sign Up in seconds to unlock everything on Glassdoor.

      Pros

      Aenean vel massa quis mauris vehicula lacinia. Quisque tincidunt scelerisque libero. Maecenas libero. Etiam dictum tincidunt diam. Donec ipsum massa, ullamcorper in, auctor et, scelerisque sed, est. Suspendisse nisl. Sed convallis magna eu sem.

      Cons

      Nullam feugiat, turpis at pulvinar vulputate, erat libero tristique tellus, nec bibendum odio risus sit amet ante.

      Advice to ManagementAdvice

      Lorem ipsum dolor sit amet, consectetuer adipiscing elit. Morbi gravida libero nec velit. Morbi scelerisque luctus velit. Etiam dui sem, fermentum vitae, sagittis id, malesuada in, quam.

    3. Good Company

      • Comp & Benefits
      • Work/Life Balance
      • Senior Management
      • Culture & Values
      • Career Opportunities
      Former Employee - Anonymous Employee in San Jose, CA
      Former Employee - Anonymous Employee in San Jose, CA

      I worked at Selectica full-time (more than 5 years)

      Sign In or Sign Up in seconds to unlock everything on Glassdoor.

      Pros

      Morbi a metus. Phasellus enim erat, vestibulum vel, aliquam a, posuere eu, velit. Nullam sapien sem, ornare ac, nonummy non, lobortis a, enim. Nunc tincidunt ante vitae massa. Duis ante orci, molestie vitae.

      Cons

      Etiam posuere quam ac quam. Maecenas aliquet accumsan leo. Nullam dapibus fermentum ipsum. Etiam quis quam. Integer lacinia. Nulla est. Nulla turpis magna, cursus sit amet, suscipit a, interdum id, felis. Integer vulputate sem a nibh rutrum consequat.

      Advice to ManagementAdvice

      Etiam posuere quam ac quam. Maecenas aliquet accumsan leo. Nullam dapibus fermentum ipsum. Etiam quis quam. Integer lacinia. Nulla est. Nulla turpis magna, cursus sit amet, suscipit a, interdum id, felis. Integer vulputate sem a nibh rutrum consequat.

    4. See more reviews on company profile (34)