Job Description

Job Posting Outbound Sales Development Representative, MEA Markets

Job Description:

HCLSoftware is the software business division of HCLTech, fueling the Digital+ Economy by

developing, sharing and supporting solutions in six key areas:

1) Business Solutions

2) AI & Intelligent Operations

3) Total Experience

4) Data & Analytics

5) Cybersecurity

6) Specialized Software

Our mission is to drive customer success with our relentless product innovation at more than

20,000 organizations in every region of the world including more than half of the Fortune

1000 and Global 2000 companies.

We are looking for a confident and resilient Outbound Sales Development Representative

(SDR) to join our Middle East & Africa (MEA) Regional Marketing Team.

Primary Responsibilities:

• Research and Prospecting:

Identify target / named accounts based on criteria such as industry, size, and

revenue defined by the MEA Regional Sales Team. Build a list of key decision-

makers within target accounts.

Research individual accounts to understand their pain points, challenges, and

goals in context of HCLSoftware solution offerings.

Understand HCLSoftware competitive market, customer needs and requirements

in the MEA region.

• Cold Outreach:

Develop personalized outreach campaigns tailored to each target account.

Proactively prospect and build a pipeline for the MEA Sales Team via outbound

calling, email communication, social media channels, ABM and other direct

marketing methods.

Craft compelling messaging in partnership with Marketing that highlights the

value proposition and addresses the account's specific needs.

• Qualification:

Conduct discovery calls to assess the account's fitment with respect to

HCLSoftware solution offerings.

Qualify leads based on criteria such as budget, authority, need, and timeline

(BANT).

Gather information about the decision-making process and identify key

stakeholders.

• Nurturing:

Provide valuable content and resources to educate and engage target accounts.

Follow up consistently to maintain interest and build relationships.

Address any objections or concerns raised by decision-makers.

• Hand-off to MEA Sales Team:

Support Lead Lifecycle Once it is generated from marketing campaigns:

Qualify, Follow-up, Fix virtual or face-to-face appointments for the MEA Sales

Team and Track Closure.

Consistently log and record each-and-every outreach made, in the Lead

Database, producing regular activity reports as requested by the MEA Sales

Team. Accountable for correct Campaign Code attribution in the CRM system

Follow up with each MEA Sales Manager post meeting with prospects to

determine the result of the meeting. Subsequent follow-ups may be required for

closing the loop with prospects as directed by MEA Sales Manager.

Meet daily, weekly, and monthly calls and email communication goals in

accordance with the strategic plan, developed by the MEA Marketing & Sales

Head.

Required Experience:

• Experience in lead nurturing, lead generation, and appointment setting
• Understanding of the Product Sales Cycle for Technology solutions and products
• Strong Research and social media selling skills
• Ability to handle a fast-paced environment and a challenging workload
• Experience of working in a highly matrix structure and must interact effectively with all

levels of Management and Staff both internally and externally

• Knowledge of ABM principles: Understanding of the ABM methodology and its benefits.

General Competencies:

• Strong communication (both verbal & written) and interpersonal skills - able to

collaborate with multiple stakeholders independently

• Must be adaptable, professional, courteous and motivated, and must work well both

individually and as member of a team

• Highly organized and attentive to detail
• Self-starting with solid follow-through and multi-tasking capabilities
• Displays High Integrity and Honesty
• Relies on experience and judgment to plan and accomplish goals with a strong desire to

succeed

• Agile, proactive and able to go above & beyond the call of duty

Tools:

• MSFT Dynamics CRM software: For managing leads, tracking interactions, and

automating tasks.

• Sales enablement tools: For accessing sales content, templates, and training materials.
• Social selling tools: For engaging with decision-makers on social media platforms.
• ABM platforms like Influ2, LinkedIn, Terminus: For targeting specific accounts and

tracking their engagement.

Role: Customer Success Associate

Industry Type: IT Services & Consulting

Department: Customer Success, Service & Operations

Employment Type: Full Time, Permanent

Role Category: Customer Success

Education

UG: Any Graduate

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