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Account Development Representative - UK

iovation is in the business of making the internet a safer place. This is an exciting opportunity to work for an established global leader in the fraud prevention and consumer authentication industries. We help protect retailers, banks, insurers, gaming operators, dating sites, social networks and other businesses from credit card fraud, identity theft, account takeover and many other abuses. Our global clients leverage our device-based intelligence network that contains 4 billion devices that have touched our clients’ sites, plus 40 million fraud and abuse reports connected to some of those devices.

 

Position Summary

This position is part of our inside sales team that provides support to our outside sales team members by performing pre-sales activities, including lead qualification, prospecting and helping manage targeted marketing campaigns. This entails working directly with prospects to understand their businesses, challenges and technical requirements. You must be capable of understanding both iovation’s technology as well as a prospect’s applications, identify all areas of opportunity and articulate the use cases for the iovation solution within each of our target markets (e.g. e-commerce, financial services, gaming, social networking).  

                                

Responsibilities

  • Support the Enterprise Sales Executive team members in an effort to maximize customer and prospect interaction that will ultimately lead to new closed business
  • Consistently generate background knowledge of targeted accounts and research appropriate contact details
  • Manage targeted prospecting campaigns using proactive email, phone and other communication tools to create interest and move prospects into the sales process
  • Provide daily support to the Enterprise Sales Executives, including: 
  • Maintain consistent communication with the Enterprise Sales Executives
  • Provide product and sales briefing to prospects and clients, as required
  • Qualify incoming marketing inquiries
  • Schedule appointments via phone, web or onsite meetings
  • Deliver on follow-up items from meetings/presentations
  • Assist in the preparation and signature of MNDAs, business proposals and sales orders
  • Follow-up with prospects and customers
  • Keep abreast of product capabilities and be able to clearly articulate the overall selling proposition
  • Provide explanations, web meetings and collateral to support the sales process
  • Understand and optimize all tools current and available to maximize selling time
  • Perform salesforce.com maintenance and optimization to support the sales process; document all key sales milestones and reporting requirements, including forecasting
  • Participate in weekly sales team meetings 

 

Skills/Requirements

  • 2+ years of sales experience
  • Demonstrated experience in software technology sales and experience with a solution/consultative sales approach
  • Demonstrated experience selling to VP and C-level executives
  • Demonstrated interpersonal skills and ability to excel in a team oriented atmosphere
  • Demonstrated written and verbal communications skills
  • Ability to solve problems and think critically
  • Working knowledge of Microsoft Office programs
  • Experience using CRM systems and web-based conferencing systems

Preferred Knowledge/Experience

  • Bachelor’s degree in business or marketing
  • Demonstrated experience in SaaS sales
  • Use of Salesforce.com and Yesware or similar system
  • Experience in account based selling
  • Knowledge of fraud management and/or authentication industries and services

Physical Requirements

Frequent sitting, listening and talking; intermittent standing and walking; intermittent bending and twisting of the upper body (in the event of traveling/working from remote locations). Close detail work requiring visual acuity. 

This position description is not intended to be and should not be construed as an all inclusive list of responsibilities, skills or working conditions associated with this position.  While this description is intended to accurately reflect the position's activities and requirements, management reserves the right to modify, add or remove duties as necessary.

iovation is an Equal Employment Opportunity (EEO) employer. It is the policy of the Company to provide equal employment opportunities to all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status.   Individuals that require accommodation in the job application process for a posted position may contact us at 503-943-6713 for assistance.

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