Purpose of the role

Develop target accounts in the Enterprise and Midmarket segments, qualify demand across portfolio (Digital Solutions, Cloud & Infrastructure, Cyber Security), and progress prospects to sales-qualified opportunities. Ensure structured handover to Field Sales and Presales, with high CRM discipline and predictable pipeline execution.

Target audience and scope

• Target customers: Midmarket (100–1,000 employees) and Enterprise (1,000+ employees).

• Buying centre: IT, Security, Line of Business, Procurement, Management.

• Scope: Lead and opportunity development through to qualified opportunity; closing ownership depends on deal size and complexity and typically sits with Field Sales.

Tools and ways of working

• CRM is the single source of truth (e.g., Salesforce or equivalent): opportunity management, activity tracking, reporting and data quality.

• Use standard prospecting and research tools (e.g., LinkedIn Sales Navigator, account intelligence and firmographic databases).

• Operate in a compliant manner: GDPR-aligned outreach, documented consent/opt-out handling, and accurate contact records.

Performance expectations and KPIs

Success is managed transparently via measurable outcomes. Typical metrics include:

• Sales Qualified Leads (SQLs) per month and per segment.

• Conversion rates (Lead → SQL → Opportunity) and meeting-to-opportunity conversion.

• Pipeline volume, pipeline coverage and opportunity ageing in the individual scope.

• Quality of discovery and handovers: documented needs, stakeholder coverage and clear next steps.

• CRM data quality and forecast reliability inputs.

• Contribution to opportunity pipeline and order intake together with Field Sales.

Principle: no ‘meeting at any cost’. The objective is always a qualified next step: a meeting with a clear agenda, a defined follow-up, or a properly documented disqualification.

Key responsibilities

1) Account and stakeholder development

• Research, segment and prioritise target accounts and contacts; maintain a working target list.

• Identify and engage relevant stakeholders within the buying centre; build multi-threaded relationships.

• Create compelling conversation entry points based on concrete use cases (Cloud, Infrastructure, Security).

2) Discovery and qualification

• Run structured discovery in initial and follow-up conversations (business drivers, technical context, current state).

• Qualify using clear criteria: problem, impact, stakeholders, decision path, timing and commercial frame.

• Document findings and agree a qualified next step (meeting with agenda, follow-up cadence, or disqualification with rationale).

3) Opportunity and pipeline management

• Progress leads to Sales Qualified Leads (SQLs) and qualified opportunities; manage nurture over longer cycles.

• Maintain high pipeline hygiene in CRM: stage, close date, value, probability, next steps, activity logs and call notes.

• Prepare reliable inputs for weekly pipeline reviews and forecasting (conversion rates, pipeline coverage, ageing).

4) Orchestration and handover quality

• Coordinate tightly with Field Sales, Presales and Solution Experts; align on next steps and customer messaging.

• Deliver high-quality handovers to Field Sales: customer context, validated need, stakeholder map, urgency, and next meeting with agenda.

• Support commercial preparation as required: presales involvement, internal clarifications, and concise opportunity summaries.

5) Cross-sell and up-sell in existing accounts

• Identify expansion potential in existing accounts and initiate follow-up opportunities with the account team.

• Connect portfolio building blocks across Cloud, Infrastructure and Security to customer roadmaps.

Requirements (hard skills)

• 2+ years of experience in B2B Inside Sales, Sales Development (BDR/SDR) or comparable roles; ideally in IT, technology or IT services.

• Confident use of CRM and pipeline management (stages, activities, reporting).

• Ability to understand and structure enterprise use cases across Cloud, Infrastructure and Cyber Security and translate them into next steps.

• Experience with structured discovery and qualification, including buying-centre navigation.

• Business-fluent language.

Requirements (soft skills)

• Strong communication at eye level with both technical experts and senior decision-makers.

• High self-organisation, prioritisation and consistent follow-up discipline.

• Resilience and professional handling of rejection and long decision cycles.

• Analytical thinking and clear summarisation (customer situation, risks, next steps).

• Team orientation and reliability across interfaces (Field Sales, Presales, Marketing).

Nice-to-have

• Experience with enterprise accounts and multi-stakeholder sales cycles.

• Social selling experience and campaign follow-up (inbound and outbound).

• Basic understanding of commercial processes (offer preparation, internal approvals, RFx environments).

Key interfaces

• Field Sales / Account Management

• Presales / Solution Experts

• Marketing / Campaign Management

• Bid Management and Commercial functions (as applicable)

• Delivery and Customer Success (as applicable)

Langues: Spanish, Italian, English.