• Outbound prospecting: This role uncovers & develops new business opportunities via outbound cold calling into targeted accounts by working strategically with an assigned Sales team of field-based Account Executives, articulating business value through persona-based research, storytelling, social selling, etc. • Inbound lead development: This role is responsible for qualifying and developing new business leads that come from partner and customer engagement across our campaigns and digital events to generate Sales Qualified Leads (SQLs). • Opportunity progression: BDRs will be assigned opportunities to progress working as part of a ‘win-team’ with an Account Executive and Solution Engineer. Activities include re-engagement to understand any blockers, changes in the buying team or decision making process, change in organizational priorities, as well as nurturing additional relationships to move the opportunity forward. • Prospecting activity: This role will act as a trusted business advisor and build customer relationships via outbound telephone cold-calling and the use of email, social media and video engagement. This role identifies key contacts and target accounts through Salesforce.com and research tools (e.g., LinkedIn & ZoomInfo). All lead generation activity, progress & forecasting is tracked and managed within Salesforce.com using the approved processes and tools. BDRs provide weekly progress & forecasting updates in their manager 1:1 meeting. BDRs qualify leads using the B2B BANT criteria: Budget, Authority, Need, Timeline and against best in class prospecting strategies. Sales Qualified Leads (SQL) are approved and monitored for quality via our SQL definition process agreed with Sales.