Descripción de la oferta
About this role
The challenge
As a Business Development Representative (BDR), you will play a key role in driving Plenit’s growth in Mexico. Your mission will be to identify, engage, and qualify new IT partners, generating high-quality business opportunities and supporting them through the early stages of their commercial journey.
You will primarily work with MSPs, ISVs, integrators, resellers, and other players within the Mexican technology ecosystem who may be interested in commercialising our white-label cloud solutions.
The role goes beyond simply booking meetings. You will be responsible for understanding the business and needs of potential partners, identifying opportunities with genuine potential, and ensuring that conversations moving forward to demos and sales have sufficient context and potential.
You will be part of the Sales team and work closely with Marketing, Presales, and Account Executives to continuously improve our messaging, qualification process, and opportunity conversion.
We are looking for someone with a hunter mindset, but also with strong commercial judgement: someone who can generate activity, engage in meaningful conversations, ask the right questions, and understand when there is a genuine opportunity for Plenit.
Requirements that are important for us
Relevant experience and expected outcomes
1–2 years of experience in Business Development, SDR, BDR, Inside Sales, or similar roles, preferably in technology, SaaS, cloud, or IT services companies.
Experience conducting B2B outbound prospecting and engaging with business and/or technical stakeholders.
Experience working with MSPs, ISVs, integrators, resellers, or companies within the technology ecosystem will be highly valued.
A proven ability to generate qualified opportunities and contribute to pipeline growth, beyond simply focusing on activity volume.
Experience making cold calls and managing commercial conversations with different types of stakeholders.
Ability to conduct structured discovery, understanding the partner’s business, needs, context, challenges, and potential for collaboration.
Experience using prospecting tools and CRM systems to organise and track commercial activity.
Ability to work towards commercial targets and metrics while maintaining a high level of discipline in pipeline management.
Excellent Spanish, both written and spoken. A good enough level of English to work effectively in an international environment will be considered a plus.
Key skills and expected impact
Generate qualified pipeline: identify and engage with MSPs, ISVs, integrators, and other potential partners through email, phone, LinkedIn, and other channels.
Conduct high-quality discovery: understand the partner’s business, needs, context, priorities, and potential use cases before moving an opportunity forward.
Adapt the sales pitch: tailor the message according to each partner’s profile, business, and needs, avoiding a generic pitch.
Qualify with commercial judgement: identify opportunities with genuine potential and prioritise the quality of conversations over the number of meetings booked.
Build relationships from the first contact: establish trust and clearly communicate the value of Plenit’s solutions.
Prepare opportunities for Sales: provide the Account Executive or Presales team with the necessary context to ensure opportunities progress efficiently.
Maintain CRM discipline: accurately record activity, relevant information, next steps, and the evolution of each opportunity.
Manage follow-ups: ensure opportunities are not lost due to a lack of follow-up, including re‑engaging conversations and demos when necessary.
Share market feedback: provide the team with insights into objections, needs, effective messaging, and trends identified in the Mexican market.
Contribute to improving the sales process: identify opportunities to improve prospecting, qualification, and conversion strategies.
Tools
CRM: Salesforce
Prospecting: Apollo, LinkedIn Sales Navigator, Lusha
Communication: Office 365, WhatsApp Business, Teams, Calendly
Collaboration: Slack, Confluence, Office 365
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