Are you good with people, but also technology-savvy, and you like to learn and win? This position could be for you.
You'll learn rapidly about B2B (business-to-business) software sales to large companies, specifically tools for “decision intelligence”: business rules, machine learning, simulation and risk analysis, and mathematical optimization. You’ll contact people in companies where Frontline already has customers -- by phone and email, qualify their interest, and make appointments for the most-qualified prospects with our Account Executives. You may also contact users of our software who move to new jobs (within the same company or another company), and former customers to qualify them for a "reactivation" offer of our newest products.
About Your Skills
● Results-oriented -- you like to hit or exceed your goals
● Able and willing to use Microsoft Office suite and web-based software (our CRM, modern sales tools, our own software)
● Able to speak as a business professional on the phone, and write clear and professional emails
● Willing to learn from our sales and tech professionals (your "learner's mindset")
● Resourceful, innovative, and willing to test new techniques or approaches
● Bias for action; strong work ethic and team player
About Our Company
Frontline Systems (www.solver.com) is a leading vendor of software for "decision analytics" -- we developed the Solver in Microsoft Excel, the most-used tool for mathematical optimization. We’ve licensed our software to over 10,000 organizations – typically Fortune 1000 or Global 2000 companies – and more than 500,000 students have learned about advanced analytics by using our software in business or MBA courses taught around the world. Our Analytic Solver Desktop and Cloud is the market-leading analytics product for Microsoft Excel, and our RASON Decision Service is a uniquely powerful, perfect fit for Microsoft's fast-growing Power BI, Power Apps and Power Automate tools. We offer great technical support, help in building analytic models, and powerful learning aids like Solver.Academy.
About This Job
An “account development rep” or ADR is a professional sales role – but unlike an SDR (sales development rep) role that usually involves reaching out to completely new ("cold") prospects, an ADR works within companies who are existing customers, reaching out to people in that company who are likely to have the same problem, and hence to be interested in the same Frontline product or solution the company is already using. An ADR’s role is to help these people move towards their goals, by (i) proactively contacting them by phone or email, (ii) asking questions to “qualify them” (ask about their business problem, and determine “where they are” in their decision process), and (iii) helping them take the best next step: for example, attend a live webinar, start a free software trial, or speak with a sales Account Executive.
This means working closely with others on our team who are Sales Account Executives or Customer Success Managers, to gain a good understanding of the customer company's business and industry, their "use case", and the problems they are solving by applying Frontline's software tools. Since many of Frontline's existing customers are very large, multinational companies, the next step often involves research using available online tools (such as LinkedIn and Apollo) to identify people working in similar roles in other divisions or business units of that company -- sometimes in other countries. Then the ADR reaches out to these people with a specific, tailored message about a problem and use case they likely face in their work.
An ADR also becomes expert at using a customer relationship management (CRM) system to capture the information he/she gains about leads and prospects, which enables him/her and others to stay in sync with people as they move through their own buying process, delivering the most appropriate message at each step.
This role has a strong growth path in sales (Account Executive) and in customer success (Customer Success Manager).
How You'll Learn
You will need to gain familiarity with Frontline’s software, and become conversant with (not necessarily a technical expert in) data mining, text mining, simulation and risk analysis, and mathematical optimization. Equally important, you must learn to use our CRM (a web-based system called Infusionsoft) very effectively. We will provide skills training in both of these areas. Finally, you’ll need to learn the right questions to ask to qualify our leads: to understand the problem they’re trying to solve, determine what kind of software can work for them (e.g. data mining versus optimization), and assess their interest level, financial ability to buy, and timeline. You’ll spend time with Frontline’s senior managers as you learn these qualification skills.
How to Apply
Email your resume and/or your questions to email@example.com.