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19

April

Account Development Representative

Kong Inc. - Australia,

Sales
Source: uWorkin

Source: uWorkin

JOB DESCRIPTION

About Kong:


Kong creates software and managed services that connect APIs and microservices natively across and within clouds, Kubernetes, data centers and more using intelligent automation. Built on an open source core, Kong’s service connectivity platform enables digital innovation by allowing organizations to reliably and securely manage the full lifecycle of APIs and services for modern architectures, including microservices, serverless and service mesh. By providing developer teams with unprecedented architectural freedom, Kong accelerates innovation cycles, increases productivity, and seamlessly bridges legacy and modern systems and applications.


About the role:


As an Account Development Representative (ADR) at Kong you will be a primary driver of expanding our business and sharing the value of what we provide to prospects. We're looking for someone who is tenacious at getting people to engage through email, phone and social selling, doing extensive research to build the case and to find alternate ways into the company. You’ll be building the case for each company and how Kong can help them overcome their specific challenges. Like any high performing team, you will be measured by opportunity generation. Our goal is to help you become an exceptional salesperson by teaching you the fundamentals of lead qualification, value selling, and solving challenges, big and small. You will be the first line of engagement with future customers and will be critical to the success of Kong as an organization.


What you'll be doing:


  • Identify high potential companies & buyers who can benefit from Kong’s solution.
  • Partner closely with Account Executives to ideate and execute on effective prospecting strategies to generate Sales Accepted Opportunities.
  • Develop, test and iterate messaging across multiple industries and personas.
  • Articulate the value of our offering through phone calls, email, LinkedIn and other social mediums.
  • Become an expert at leveraging industry-leading technologies (Salesforce, LinkedIn Sales Navigator, Groove, DiscoverOrg, Drift, Chorus, etc) to increase efficiency and effectiveness of revenue opportunity generation.
  • Ask the right questions to qualify and guide conversations to best understand our prospects’ needs and desires.
  • Codify and contribute learnings and best practices to team members.
  • Use a data driven approach to identify success and focus on optimizing conversion rates. 
  • Diligently update SalesForce, our CRM, to stay current on leads and follow-ups.


What you'll bring:


  • 9 months to 1+ year of ADR experience, at a technology company is a big plus
  • Tenacious, persistent, self-motivated, goal-oriented, and results-driven.
  • A ‘hunter’ mentality - comfortable prospecting, cold-calling, and following up on incoming leads and strong desire to win.
  • Thrive in ambiguity and are able to create process from chaos.
  • Ability and willingness to learn, to react to and share lessons learned across the organization.
  • Open to feedback and can apply to your daily workflow.
  • The ability to listen intently, ask the right questions, address challenges, guide conversations, and nurture relationships.
  • Confident presentation skills, a comfort level with senior professionals and the communications skills to articulate the Kong value proposition.
  • Experience working with a technical product or possess the aptitude to quickly learn this.


Kong Core Values: 


Global - We work together from anywhere to achieve our common goals. Our differences make us stronger. We seek to understand different points of view and their implications on work. 


Real - We are genuine, principled and confident without an attitude. We seek to understand our own strengths and vulnerabilities. We understand the effect of external factors on ourselves and we manage our own emotions and understand the effect they have on other people. 


Unstoppable - We are biased towards action and decision, we persevere and always go the extra mile. We understand how to prioritize and work with urgency and focus. We are self-motivated and exhibit a high personal drive. 


Champion - We listen and speak up for customers, community, partners and each other. We have an ability to provide feedback that is specific, constructive and fact-based. We listen, are able to receive feedback without taking it personally and we look at our own performance in order to improve. 


Explorer - We challenge the status quo by discovering, innovating, failing fast and learning. We are self-directing and use creativity when solving problems that may be complex and ambiguous. We are adaptable, able to navigate and solve problems, especially in times of rapid change and high-ambiguity.