About the Role
We are seeking an ambitious and digitally savvy Business Development Representative to join our growing team. In this critical role, you'll be at the forefront of our digital business development practice, leveraging cutting-edge tools, AI-powered platforms, and innovative sales methodologies to identify, engage, and qualify prospects for SAP's comprehensive suite of enterprise solutions.
As a BDR, you'll do much more than qualify leadsyou'll be a strategic partner in creating new opportunities, identifying market trends, gathering competitive intelligence, and shaping customer engagement strategies. Over time, you'll evolve into a trusted advisor, guiding prospects through their digital transformation journey with valuable insights and content.
Key Responsibilities
Lead Generation & Opportunity Creation
- Generate high-quality leads through digital motion, social selling, and strategic prospecting into targeted companies and industries
- Build and manage a robust pipeline of cloud opportunities aligned with Sales Executives
- Drive proactive outbound activities to engage net new contacts and accounts
- Create qualified pipeline per quarter
Customer Engagement
- Engage with C-level executives and key decision-makers through personalized, multi-channel touchpoints
- Leverage digital tools, social selling platforms, targeted prospecting techniques, and AI to enhance customer interactions
- Conduct discovery conversations using active listening to understand customer needs, business challenges, and digital transformation goals
- Qualify leads using established methodologies (e.g., BANT framework) and convert them into sales-accepted opportunities
Strategic Collaboration
- Partner closely with Sales Executives, Marketing, and Customer Success teams to align on account strategy and territory planning
- Collaborate with Demand Managers to design and execute targeted campaigns
- Work with SAP Partners to maximize reach and effectiveness
- Provide valuable market intelligence and competitive insights to inform go-to-market strategies
Digital Excellence
- Master and deploy the latest digital prospecting and sales tools across planning, targeting, profiling, content creation, and execution
- Utilize CRM systems, marketing automation platforms, and analytics tools to track activities and measure outcomes
- Stay current on SAP's product portfolio and articulate compelling value propositions for enterprise solutions
Required Qualifications
Education & Experience
- Bachelor’s degree in Business Administration, Information Technology, Digital Transformation, or related field
- 1–2 years of experience in B2B demand generation, sales, or business development
- Experience working in a software sales organization is strongly preferred
Essential SkillsCommunication & Interpersonal
- Exceptional storytelling ability to engage prospects and convey value propositions clearly and compellingly
- Active listening skills to identify and prioritize customer needs
- Strong customer-centric mindset with the capacity to serve as a trusted advisor
- Excellent written and verbal communication skills
Mindset & Behavioural Traits
- Empathy to build authentic relationships and understand customer challenges deeply
- Persistence and resilience—able to handle rejection while maintaining a positive, professional attitude
- Self-motivated with a strong drive for results and ability to work independently
- Natural curiosity and hunger for continuous learning
- Growth mindset with agility to adapt to rapidly changing market conditions
Technical Proficiency
- Comfort with new technologies and confidence in quickly learning diverse systems and tools
- Understanding of or strong interest in enterprise software, cloud solutions, and digital transformation
- Ability to quickly grasp and articulate complex technical concepts to business audiences
Preferred Qualifications
- Understanding of business challenges facing specific industries (e.g., manufacturing, retail, healthcare, financial services)
- Familiarity with SAP solutions or enterprise resource planning (ERP) systems
- Experience with social selling platforms (LinkedIn Sales Navigator, etc.)
- Knowledge of digital demand generation methodologies and best practices
Success Metrics
Core Metrics
- Pipeline Built: Total pipeline value of qualified opportunities created as per target
- Sales Accepted Opportunities: Number of marketing leads or BDR-generated leads successfully converted to sales opportunities
- Won/Booked Opportunities: Revenue generated from BDR-sourced or nurtured pipeline, emphasizing quality alongside quantity
Productivity Metrics
- Action/Engagement Rate: Percentage of prospects taking desired action (target: 15 meetings/month with 80% engagement rate)
- Outbound Activity: Volume of strategic calls and emails (80–100 per day)
- Connect Rate: Effectiveness of communication efforts (target: 1 meaningful connect per 80 calls)
What You’ll Gain
Professional Development
- Comprehensive onboarding program (2–3 months to full productivity)
- Structured training on SAP solutions, sales methodologies, competitive positioning, and market trends
- Access to cutting-edge digital tools and AI-powered platforms
- Peer mentoring with experienced Sales Executives and senior team members
- Regular cross-functional collaboration and knowledge-sharing sessions
Career Growth
- Clear career progression pathway within 12–24 months
- Opportunity to specialize in specific industries or SAP solution areas as you develop expertise
- Exposure to C-level executives and strategic accounts
- Foundation for advancement into Account Executive, Solution Sales, or specialized roles
Impact & Innovation
- Be at the cutting edge of digital transformation in B2B sales
- Contribute to strategic initiatives and business planning
- Direct impact on company revenue and market expansion
- Collaborate with one of the most successful sales organizations in the technology industry
Why This Role Matters
As a BDR, you'll be instrumental in:
- Increasing conversion rates and mitigating lead loss between marketing and sales
- Generating consistent, predictable quarterly pipeline that fuels sustainable growth
- Allowing sales teams to focus on closing deals, dramatically increasing their efficiency and productivity
- Expanding market reach by penetrating new markets and customer segments
- Bridging the critical gap between Marketing and Sales through effective lead nurturing and qualification
