Technical Sales & Sales Development Representative

Who are you?

Blackline Safety is seeking a talented technical sales candidate to join the evaluations and sales development teams. This role is critical in working with Regional Sales Managers, Partner Network, and End Users. This is the customer s first introduction to Blackline offerings; you play a critical role in providing a great customer journey when dealing with medium to enterprise-type customers.

The successful candidate will be entrepreneurial, driven, and a natural communicator. You have a knack for creating strategic messaging tailored to various markets, industries, and companies.

You are driven, observant, and organized. You understand sales and the key players involved. You believe in developing and establishing relationships with your partner networks and end customers. You thrive in a fast-paced environment and are not afraid of change. Customer experience is your top priority. You can operate independently. Customer experience is your top priority.

What will you do?

You will own the end-to-end customer evaluation process during the sales cycle and be responsible for proving how and why Blackline s solution will meet the customer s criteria for success. You will work closely with Blackline s Sales Managers and distribution partners to give customers the best possible experience with Blackline s solutions. You will support the customer, the Regional Sales team, and partners throughout the sales cycle by being the technical resource. Your goal is to increase conversion rates and assist in closing deals faster. As a hybrid role, you will also require developing sales, your main focus here is to generate sales-qualified leads. Through trade show marketing qualified leads, website traffic, and cold calling, and developing opportunities throughout current networks. The Objective is to develop tangible sales opportunities for sales teams to take action further.

Responsibilities: Technical Sales

• Own the distributor evaluation process from kick-off (start) to wrap-up (finish)
• Work with the Regional Sales team and Partner Network to understand the complexity of each opportunity to help speed up the sales cycle and close business.
• Strategically, consult customers to understand their needs and objectives, and tailor the evaluation criteria and direction according to their objectives and showcasing Blacklines solutions and providing results.
• Train potential customers on the Blackline product line and cloud-based solutions.
• Schedule feedback sessions with potential customers, listen to their needs, and adjust the solutions as required.
• 
  Prepare reports and summaries for customers that underline the performance of our products and services according to the outlined scope during the kick-off.
• Maintain a high degree of technical knowledge of Blackline s products and their application.
• Act as a technical resource for the Sales teams on customer calls throughout the sales cycle
• Understand competitive products and keep management informed of market trends and applications.
• Provide a feedback loop for the improvement of the solution to the product management team.

Responsibilities: Sales Development

• Proactively research and identify potential clients through various channels, including social media, networking events, and industry research.
• Initiate contact with potential clients via phone calls, emails, and social media to introduce our products and services.
• Be knowledgeable about industry standards for gas detection and have an in-depth understanding of our lone worker and gas detection competitors what they sell and how their products work.
• Engage with prospects to understand their business needs and qualify leads based on predefined criteria.
• Schedule meetings or demos between leads/prospects and the sales team to further discuss how our solutions can address their needs.
• Maintain accurate records of lead interactions and progress within our CRM system, tracking pipeline activity.
• Track lead/prospect metrics, conversions, and other sales-related data.
• Work closely with the sales and marketing teams to refine strategies and share insights on market trends and customer needs.
• Provide regular updates on lead generation activities and progress to management.

Requirements

• 5+ years in a technical sales, sales, project management, or IoT role in the industrial workplace
• 2+ years of experience in a sales or lead generation role, preferably within the industrial Safety and Gas Detection industries
• Excellent time management and organization skills - ability to successfully multi-task up to 30 projects and shift priorities in a dynamic working environment
• Excellent English communication and presentation skills (written and spoken) with the ability to engage and influence potential clients
• Self-motivated, organized, and structured
• Proficiency in Microsoft Office Suite CRM software; experience with HubSpot is a plus and research tools like Zoominfo and Lead Forensics.
• Post-secondary diploma, degree, or technician certification
• Comfortable with technology including GPS, GSM, cloud applications, and able to learn the Blackline product line quickly
• Ability to process and analyze data from various sources and explain it in a simplified manner
• Maintain a sense of calm in high-pressure situations.
• Strong analytical skills and a proactive approach to overcoming obstacles and achieving targets.
• Bachelor s degree in Business, Marketing, HSE, or a related field, or equivalent relevant experience
• Proficiency in English (additional language skills are a plus)