Inside Sales Representative

3 hours ago

Noida Uttar Pradesh India, Ghaziabad Denave Full time

About the Role

We are looking for a proactive and results-driven Inside Sales Representative (ISR) with a strong background in cybersecurity or Antivirus to join our high-performing sales team in Delhi NCR. This role is instrumental in driving pipeline growth and accelerating revenue by qualifying leads, engaging prospects, and supporting the field sales team. You will work closely with marketing and business development to convert inbound and outbound interest into qualified opportunities.


Key Responsibilities

Lead Qualification & Prospecting

  • Qualify inbound leads and execute outbound outreach across verticals such as BFSI, healthcare, manufacturing, and IT/ITES.
  • Create and manage leads through multiple channels:
  • Upselling to existing accounts by identifying expansion opportunities.
  • Cross-selling complementary cybersecurity solutions.
  • Net New Logo acquisition through targeted outreach.
  • Marketing-Generated Leads from campaigns, webinars, and digital channels.
  • Apply BANT criteria to assess lead quality:
  • Budget: Gauge financial readiness and procurement cycles.
  • Authority: Identify and engage key decision-makers (CISOs, IT Heads, etc.).
  • Need: Understand cybersecurity challenges and solution fit.
  • Timeline: Determine urgency and project timelines.
  • Use tools like LinkedIn Sales Navigator, ZoomInfo, and CRM platforms to build prospect lists.
  • Build and refresh a weekly lead funnel to ensure consistent pipeline velocity.


Prospect Engagement & Nurturing

  • Conduct discovery calls and virtual meetings to understand client needs.
  • Deliver compelling messaging around cybersecurity offerings such as SIEM, endpoint protection, IAM, and cloud security.
  • Maintain consistent follow-ups to move leads through the sales funnel.



Pipeline Management & Reporting

  • Log all prospect interactions and update opportunity stages in CRM (e.g., Salesforce, HubSpot).
  • Collaborate with field sales and pre-sales teams to hand off qualified leads.
  • Track and report on KPIs such as lead conversion rates, opportunity creation, and revenue impact.


Required Skills & Qualifications

  • Bachelor’s degree in Business, IT, or a related field; MBA is a plus.
  • 5+ years of experience in inside sales or lead generation, with at least 2-3 years in cybersecurity/SAAS/Cloud sales.
  • Strong understanding of cybersecurity technologies and buyer journeys.
  • Excellent verbal and written communication skills.
  • Proficiency with CRM and sales engagement tools.
  • Self-motivated, organized, and able to thrive in a fast-paced, metrics-driven environment.

Preferred Attributes

  • Familiarity with cybersecurity certifications (e.g., CISSP, CISM) or vendor-specific credentials (e.g., Antivirus/Cybersecurity).
  • Prior experience working with MSSPs or global cybersecurity vendors.

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