Essential Functions:

1. Prospecting and Lead Generation:
   • Identify and qualify leads through cold calling, email campaigns, and inbound inquiries.
   • Utilize sales tools and CRM to manage pipeline and track activities.
   • Support the development and execution of targeted outreach efforts using data-driven segmentation and campaign insights.
   • Utilize CRM (Microsoft Dynamics) and marketing automation platforms to track, score, and manage leads effectively.
2.  Consultative Selling:
   • Conduct product demonstrations and presentations to prospects via phone, webinars, and occasionally in-person meetings.
   • Tailor presentations to highlight the unique benefits of our software solutions based on customer needs.
   • Leverage marketing generated insights and content to support consultative sales discussions.
3. Sales Closure and Pipeline Management:
   • Manage the entire sales process from initial contact to close, including contract negotiation and closing agreements.
   • Forecast sales, track and report activities, and maintain accurate records in CRM.
   • Coordinate with marketing and sales leadership to ensure campaign performance data informs pipeline strategies.
4. Customer Relationship Management:
   • Build and maintain strong, long-lasting customer relationships.
   • Act as a trusted advisor to customers, understanding their challenges and providing solutions that meet their business goals.
   • Provide feedback from customer interactions with marketing and product teams to help improve messaging and product development.
5. Collaboration and Teamwork:
   • Serve as a key liaison between the sales and marketing teams to align efforts on lead nurturing, email automation, and campaign execution.
   • Work closely with product management and customer support to ensure alignment on messaging, customer feedback, and product enhancements.
   • Participate in regular sales and marketing syncs to share insights, improve campaign effectiveness, and support continuous improvement.
   • Attend sales meeting, training sessions, and cross-functional workshops.
   • Help optimize CRM workflows and contribute to streamlining lead tracking, scoring, and conversion processes.

Qualifications:

• Proven inside sales experience in a software or technology company preferred.
• Strong understanding of sales principles and techniques, including consultative selling.
• Excellent communication and negotiation skills, with the ability to build rapport with prospects and customers.
• Ability to work independently and as part of a team.
• Experience with CRM software and proficiency in MS Office suite.
• Associate’s or Bachelor’s degree in business administration, marketing, or related field preferred.

Location: This position is based in Rochester, NY and can be hybrid (3 days per week in office).

Travel: Occasional travel may be required.

Expected Hours of Work: Some flexibility in hours is allowed, but the employee must be available during the “core” work hours of Monday through Friday, 8:00 a.m. to 5:00 p.m. Evening and weekend work may be required as job duties demand.

Physical Demands: The physical demands described here are representative of those that must be met by the employee to successfully perform the essential functions of the job. This is primarily an office-based role with occasional travel. It requires extended periods of sitting, hand use for typing and writing, and the ability to communicate effectively both verbally and in writing. Occasional standing, walking, or bending may be required. The employee must be able to lift up to 10 pounds regularly and up to 25 pounds occasionally, which may include office supplies or small office equipment. Visual acuity is necessary for reading, writing, and computer work.

Job Classification and Compensation: This is a full-time, hourly, non-exempt position. The pay range is $27.00 – $29.00 per hour, with additional variable compensation (commissions) based on the achievement of quotas and goals.

This job description outlines the typical duties and responsibilities associated with this role and should not be considered all-inclusive. Employees may be directed to perform job-related tasks other than those specifically present in this description. 

BCC Software provides equal employment opportunities to all individuals regardless of age, race, color, creed, religion, ancestry, sex (including pregnancy, childbirth or related medical conditions), gender, sexual orientation, gender identity or expression (including transgender status), national origin, veteran or military status, marital status, genetic information, physical or mental disability, familial status, reproductive health decisions, status as a victim of domestic violence, or any other basis protected by applicable laws and regulations. Further, the company takes affirmative action to ensure that all applicants and employees are treated without regard to any of these characteristics during the application process and/or employment. Discrimination of any type will not be tolerated.