Business Development Representative outbound Midmarket

About Us
  As a Business Development Representative (BDR), you will be responsible for generating new business opportunities across the entire Sophos product suite. This high-impact role has been created to accelerate Sophos' growth in Southeast Asia (ASEAN) by proactively generating valuable new business opportunities from mid-market and enterprise organisations. There will be a strong focus on local markets in Malaysia and Singapore, so experience in local market knowledge is a significant advantage.     The primary function of the BDR is to proactively uncover, nurture, and generate new business opportunities for Sophos' sales teams by outbound prospecting, focusing on generating new logo business within the Midmarket and Enterprise space. These qualified opportunities will then be passed to our Sales team and partner network for follow-up and closure. The BDR role serves as a vital link between marketing and sales.   
What You Will Do

• Based in Malaysia, your primary focus will be to identify and nurture new business opportunities in Malaysia, Singapore and Southeast Asia mid-market sector through outbound prospecting activities (with a significant focus on Malaysia and Singapore markets).
• Using outbound prospecting techniques and tools like Cognism, ZoomInfo, and LinkedIn Sales Navigator, you will research and hunt for new business opportunities within the Midmarket and Enterprise space.
• You will leverage various data sources, qualitative insights, and prospecting information to build a substantial 'target prospect' pool, nurturing leads and converting them into high-quality sales opportunities for the sales team.
• Conduct high-quality discovery calls with prospects and develop the ability to articulate value while selling cutting-edge technology solutions to businesses throughout the region.
• Nurture leads into high-quality sales opportunities for local channels and sales.
• Develop the ability to articulate value and sell cutting-edge technology solutions to businesses.
• Become an expert in information security to provide advisory support to prospects and customers.
• Uncover and draft detailed, succinct summaries of prospects' infrastructure, pain points, and business needs.
• Achieve quotas related to opportunity generation and revenue by maintaining high daily activity levels.
• Work closely with field marketing to understand and contribute to the execution of successful campaigns.
• Build strong rapport and relationships with channel partners and sales teams.
• Attend and actively participate in weekly/monthly team meetings.

What You Will Bring

• A strong business acumen and passion for technology and security
• Ideally 3 + years' experience as an SDR / BDR in a new business, phone-based, high-volume, customer-facing role.
• Proven experience and track record in an outbound lead generation environment.
• Familiarity with CRM systems (e.g. Salesforce) and SDR productivity tools (Outreach, ZoomInfo, 6sense, Sales Navigator).
• Ability to identify customer needs and pain points, and propose relevant solutions.
• Experience in handling objections and overcoming rejections.
• Process-oriented approach to lead management and workflows.
• Understanding of the partner/distributor ecosystem.
• Experience working with sales reps/account managers for appointment-setting.
• Experience in the IT and/or IT security industry within the B2B space in ASEAN.
• Experiecne in Midmarket and Enterprise business development
• Passion for technology in the B2B space.

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Ready to Join Us? At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply.
What's Great About Sophos? ·   Sophos operates a remote-first working model, making remote work the primary option for most employees However, some roles may necessitate a hybrid approach. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship. ·   Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit ·   Employee-led diversity and inclusion networks that build community and provide education and advocacy ·   Annual charity and fundraising initiatives and volunteer days for employees to support local communities ·   Global employee sustainability initiatives to reduce our environmental footprint ·   Global fitness and trivia competitions to keep our bodies and minds sharp ·   Global wellbeing days for employees to relax and recharge  ·   Monthly wellbeing webinars and training to support employee health and wellbeing
Our Commitment To You We're proud of the diverse and inclusive environment we have at Sophos, and we're committed to ensuring equality of opportunity.   We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team.  All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation.  We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know. 
Data Protection If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos.  If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights.  For more information on Sophos' data protection practices, please consult our Privacy Policy Cybersecurity as a Service Delivered | Sophos We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

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