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Sales Development Representative

Location Pittsburgh, Pennsylvania; Philadelphia, Pennsylvania; Richmond, Virginia; Arlington, Virginia; Harrisburg, Pennsylvania; Virginia Beach, Virginia; Alexandria, Virginia; Fairfax, Virginia; Charleston, West Virginia; Wheeling, West Virginia; Morgantown, West Virginia

Company Overview:

Nuance Communications, Inc. is the pioneer and leader in conversational AI innovations that bring intelligence to everyday work and life. The company delivers solutions that understand, analyze and respond to human language, amplifying human intelligence. With decades of domain and artificial intelligence expertise, Nuance works with thousands of organizations – in healthcare, telecommunications, automotive, financial services, retail, and more – to create stronger relationships and better experiences for their customers.

Job Summary:

Position summary:

The Sales Development Representative will drive new and existing business in the defined territory through strong solution selling skills, reporting to the Director of Sales Commercial Account in the US.  Must have successful track record of independent selling in a geographic territory and working with partners and channels.

Primary responsibility will be to drive new sales activity and business in PA, WV and VA territory and with named accounts through partners by solution selling.  Must possess strong interpersonal skills and deal at the C Level and below.  Enterprise selling success is key.

As an Associate Sales Representative (ASR), you will focus on both the qualification of “warm” inbound leads as well as prospecting to identify opportunities to support the sales funnel and help build a sales pipeline that leads to your ability to close business to attain quota retirement. You will focus on Nuance solutions in the areas of both on premise and SaaS based Intelligent Engagement, AI, Digital, Voice (speech recognition,) Security, Fraud, professional services and Omni-Channel solutions. As an ASR, your job will be to communicate with prospects by leveraging email prospecting, face to face and advanced phone qualifications skills. You will do all associated activities in a B2B model, selling to executives throughout the PA, WV and VA region closely collaborating with your experienced sales management team member.  You will play a key role in support of your assigned territory and will be responsible for fostering deep relationships with customers, channel partners and internal team members through strategic leadership and solution selling all leading to addressable closed pipeline to ensure quota attainment.

Responsibilities:

  • Lead and collaborate with a team of seasoned internal resources to help move enterprise sales deals through the entire sales life cycle.
  • Act as the first line of communication for customer leads that result from Nuance’s marketing activity.
  • Receive leads from Marketing, qualify them, and engage with your Field Sales management to develop a strategy and approach.
  • Represent the complete portfolio of Nuance Enterprise Software products to prospects and channel partners.
  • Develop sales strategies and approaches for specific named accounts, territory accounts and verticals in collaboration with your Field Sales management.
  • Set/coordinate customer meetings and/or conference calls, delivery of follow-up materials (marketing material, presentations, case studies, etc.), and maintaining on-going relationships with warm prospects.
  • Prospect into these accounts to identify key roles, individuals and business needs
  • Perform thoughtful and resourceful research to gather contact and company intelligence & develop an approach for each account
  • Meet with and develop relationships with external partners, and channel representatives to promote the Nuance message and encourage and close joint sales of Nuance products and services.
  • Learn the Nuance sales methodology and approach.
  • Accurately forecast deals on a weekly basis, delivering on committed deals in a timely manner.
  • Maintain all prospecting and lead response activity in SFDC.
  • Travel in territory required
  • Anticipated quota $1.25-3M annually
  • Perform tasks related to securing and keeping the products, tools, and processes that you are responsible for securing 

Knowledge, skills and qualifications – 

Education: BS or BA preferred

Minimum years of work experience:  1-3 Years

Required skills:

• High energy with a confident and assertive nature
• Technical proficiency in computing, telephony and systems integration disciplines
• Ability to work with Microsoft Office and other desktop applications, including but not limited to SalesForce
• Ability to work with a minimum of direct supervision and with demonstrated initiative
• Communicate effectively with all levels of business and technical management
• Excellent written, verbal, and stand-up presentation skills

Preferred skills: 2+ years of direct end-user sales experience, selling complex, large-scale projects to the large Enterprise and effective territory development and execution. Also strong relationships with the partner and channel community is a plus.

Additional Information:

Nuance offers a compelling and rewarding work environment. We offer market competitive salaries, bonus, equity, benefits, meaningful growth and development opportunities and a casual yet technically challenging work environment. Join our dynamic, entrepreneurial team and become part of our continuing success.  

Nuance Communication Inc.  is an equal opportunity employer.  We evaluate qualified applicants without regard to race, age, color, religion, sex, national origin, disability, veteran status, gender identity, sexual orientation and other legally protected characteristics. The EEO is the Law poster and its supplement is available here. If you need a reasonable accommodation because of a disability for any part of the employment process, please call 781-565-5086 – Human Resources Department and let us know the nature of your request and your contact information.

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Pourquoi travailler chez Nuance?

Nos employés travaillent continuellement à repenser les interactions entre l’humain et la technologie. Joignez-vous à notre équipe et façonnez les technologies et l’innovation de l’avenir. Voici quelques témoignages d’employées parmi notre équipe globale. Cliquez sur leur profil pour en savoir plus.

  • Arvind K. R&D Pune, Inde
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    Arvind K. R&D Pune, Inde

    Innovation: Nuance, c’est comme une jeune pousse de 2 milliards de dollars. Il y a une multitude de choses que nous faisons pour la première fois, mais à une échelle gigantesque et avec une machinerie complexe.

    Notre organisation est de type matriciel : c’est difficile, mais très gratifiant de créer des collaborations avec des parties intéressées qui se trouvent à l’autre bout du monde.

    Incidence: il est stupéfiant de réaliser que quelque chose d’aussi simple que des logiciels a le pouvoir non seulement de changer des vies, mais bien de sauver des vies. Et enfin, pour paraphraser une citation non attribuée : il faut avoir un brin de folie pour travailler à Nuance, mais il faudrait être complètement fou pour travailler ailleurs.

  • Shauna D. Ressources humaines Burlington, États-Unis
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    Shauna D. Ressources humaines Burlington, États-Unis

    Notre équipe mondiale des RH est incroyablement collaborative et créative. L’environnement de travail de Nuance est diversifié et dynamique. Il vous offre des occasions de vous dépasser, mais tout en vous permettant de trouver un équilibre entre votre vie professionnelle et personnelle.

  • Vaidehi K. R&D Bengaluru, Inde
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    Vaidehi K. R&D Bengaluru, Inde

    « J’aime avoir l’occasion de travailler avec diverses équipes en soins de santé, et j’ai eu la chance d’établir de solides contacts au fil des ans. J’aime avoir constamment de nouveaux défis divers à relever, et de nouvelles choses à explorer et à connaître. »

  • Anja L. Ventes Aix-la-Chapelle, Allemagne
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    Anja L. Ventes Aix-la-Chapelle, Allemagne

    J’aime faire partie d’une équipe qui élabore des stratégies novatrices et qui crée des solutions pour les plus grandes entreprises du monde. Nous modifions la façon dont les gens interagissent avec la technologie qu’ils utilisent au jour le jour, leur voiture par exemple, et cela engendre des sentiments incroyables!

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