Category: Jobs

About the job

How you’ll make an impact

• As a Business Development Representative (BDR) at Xero, you will be responsible for generating demand for our platform and solutions in a defined territory or market segment. You will work to generate prospects and qualify leads that translate to revenue opportunities for our Account Executive team. 
• You will act as a thought leader in your defined territory, representing Xero at our own and partner events, and establish a credible profile in the industry to attract high value partners to our business, and grow our market share. 

What you’ll do

• Plan and execute on generating demand for our platform solutions. This may include marketing, events, targeted use of prospecting lists etc. 
• Make outbound calls to prospective accountants and bookkeepers, or subsidiaries in Enterprise networks and agreements, in order to generate qualified opportunities for the Account Executive team. 
• Use a variety of channels to reach prospects including phone, email, and social media.
• Qualify leads and routing to the appropriate sales representative.
• Conduct research on potential partners and identify key decision-makers within the organisation.
• Maintain accurate records of all prospecting activities and track progress in our CRM.
• Collaborate with the sales team to develop and refine the lead generation strategy.
• Arrange and host Xero events for prospective partners throughout South Africa.

What you’ll bring with you

• Proven outbound sales experience
• Prior experience in a SaaS company is preferred but not required
• Familiarity with CRM systems – Salesforce
• Demonstrated experience in generating business leads through multiple channels
• Proven ability to develop targeted strategies for each channel, effectively reach potential customers, and drive interest in products or services
• Strong analytical skills to assess channel performance and optimize approaches for maximum lead generation
• Excellent communication skills, both written and verbal
• Strong team player with experience in ensuring interlock between internal departments

Job Description

Data Analysis & Model Development

• Ensure Experian procedures and processes are followed throughout the analytics solutions delivery process.
• Specify data extraction and manipulation routines for complex/non-standard projects providing guidance to other Analysts where necessary.
• Carry out the extraction, formulation and manipulation of data to create the structured samples necessary to address business requirements
• Ensure that all critical business issues are identified through data analysis.
• Interpret and supervise the interpretation of analysis results. 
• Implement appropriate quality control procedures for all modeling and analysis reporting and scoring. 
• Reduce error rate & re-run frequency. Meet both the analytical & business objective. 
• Produce the best quality models that can be produced within the given project timeline. 
• Analyze and confirm the integrity of source data to be evaluated. 
• Participate in auditing models and results for accuracy. 
• Perform audits to support the implementation of statistical models and other decision tools.
• Ensure quality and accuracy of own work and the work of any Analysts on the project 
• Follow best practice procedures and processes throughout the analytics solution delivery process
• Project Management 
• Review and assess client requirements to produce project specification and documentation for review by the line manager, communicating practical implementation issues. 
• Accurately assess project scope, duration, resources and costs to define project plan and charter for review by the line manager.
• Support Operations workload on a day-to-day basis, including liaison with onshore/offshore resource.
• Plan and organize project workload, to meet client commitments and agreed schedules.
• Prepare project status reports for clients and the line manager which can be used to communicate project status to relevant parties, both internal and external.
• Proactively identify potential risks in achieving project timescales, taking all possible action to minimize risk.
• Retain accountability for the quality of the project deliverables.
• Control scope of projects, re-negotiating with the client where any additional requests result in further chargeable work or the need for revised timescales in order to maximize profitability and to understand project and product profitability. 
• Complete post project budget review, actual versus forecast in order to minimize EBIT leakage.

Managing Client Relationships

• Support other departments/divisions within Experian in managing the client, ensuring that client commitments are understood and met as part of the project.
• Provide clear, concise and accurate information relating to the project.
• Lead client/customer meetings to present results, conclusions and recommendations.
• Responsible for prompt resolution of both internal and external queries and questions.
• Establish strong relationships with clients/customers at a peer level and above.
• Throughout the project recognize and maximize opportunities to support the sales process.
• Engage in a consultative way with the client, to identify problems and define and deliver solutions. 
• Support consultants by actively contributing to business reviews to define customer requirements
• Present to clients to ensure they understand the functionality and benefits of DA products in solving business problems.

Problem Solving & Innovation

• Decide upon the steps that must be taken to investigate/correct problems.
• Challenge existing processes and recommend product enhancements.
• Review standards (e.g. process flows/methodology/documentation) on a regular basis and recommend improvements.
• Continual improvement of own and team skills by reviewing and testing new techniques.

Teamwork

• Act as a mentor to junior project team members
• Provide support to the line manager on people management, KPIs and budget issues.
• Ensure effective communication of project issues.
• Foster team spirit and mutual co-operation.

Pre-Sales and Sales Support

• When required attend client meetings in order to support the sales process.
• Support the sales process, by providing expert analytics solutions knowledge and demonstrations to clients.
• Able to present in front of clients and prospect Experian Analytics Solutions
• Participate in bid reviews.
• Provide analytics training to the sales force.
• Provide support to the sales force for client queries related to analytics solutions.
• Provide support to the sales force for preparation of sales documentation, proposals, sales materials, participation in tenders, etc. related to analytics solutions projects.
• Feedback opportunities for chargeable work and analytics sales to line manager.

Personal Development

• Own and action Personal Development Plan.
• Seek feedback as part of the feedback process.
• Maintain awareness of latest regulatory, methodological, analytical, business, industry and market developments.
• Participate in industry events, conferences and seminars.
• Ensure that potential learning from each project is maximized.
• Regularly participate in webinars and knowledge sharing sessions.
• Shared targets with line manager/Analytics Consultants/Global Consultants to transfer knowledge.

Qualifications

• Degree or equivalent standard, with a high mathematical content e.g. Mathematics, Statistics, Operations Research (O.R.), Economics, Physical Sciences.
• Significant experience of statistical / analytics project work.

Job Description

• Working in DA Application Support contributing to customer support and service levels by providing 2nd line business and Technical and Business related product support to clients using the Experian Core DA product set.
• Work will include dealing with live product configuration incidents (including investigate & resolve), system enhancements (requirements definition and implementation) and system optimisations.

Qualifications

• IT Degree or equivalent standard,
• Good SQL knowledge
• Third party software understanding
• ITIL