Vertica (Big Data) Business Development Representative at Micro Focus, LLC in Pittsburgh, Pennsylvania

Posted in Other 23 days ago.

Job Description:

Vertica (Big Data) Business Development Representative

Job Description:

Job Title: Vertica (Big Data) Business Development Representative

Job Function: Find, qualify and deliver sales leads to the sales team

Ideal Profile: Previous Software Business Development experience

Job Location: Any US City. Prefer East Coast. This is a work from home opportunity.

About Vertica:

We're the Vertica team with offices around the world, and the brains behind the analytics database that is taking the industry by storm. Our customers such as GSN Games, Cerner, Uber, and others put in petabytes of data and ask whatever questions they want; it's our job to make that easy and fast. It's a practical twist around some tough theoretical problems. Learn more at

We're also part of Micro Focus, but we operate as an independent unit. Think of us as a mature start-up that has maintained that small-company atmosphere and hunger to achieve, while also enjoying the perks and backing of a large, stable company.

About the role:

This is a non-sales-coded role. Should be aligned to driving pipeline, new logos contacts, discovery meetings and attendance to marketing/meet & greet events and be an evangelist for new product information and updates to existing installed base clients with a view to driving field, digital sales or OEM engagement. Simple metrics to drive simplified expectations of the role. Measured by objective, owned by field leader.


  • Majority of work done independently and under limited supervision with priorities and metrics set up regional sales leaders

  • Follows up inbound leads passed from Marketing including Community Edition leads.

  • Owns finding and developing entry points at the customer aligned to the business objective area with a view to positioning the portfolio and finding potential upsell or new logo opportunities and contacts.

  • Setting up discovery meetings for Field or Digital Sales teams they support to find new qualified opportunities.

  • Their efforts are reflected in a growth in unqualified pipeline which moves to Field or Digital Sales for qualifications and attainment of SS3 in SFDC.

  • Focused on positioning and prospecting the Vertica portfolio.

  • Works to an assigned geography or territory supported by Vertica Field or Digital Sales as the primary quota carriers for the business. Actively participates in development of district sales strategy with Field or Digital Sales Reps.

  • Actively prospects within accounts to discover or cultivate sales opportunities.

  • Partners effectively with other teams, including third party partners and resellers where appropriate.

  • Assists and support marketing in securing attendees at key marketing events or local "meet & greet" sessions as determined


2-4 years experience in a customer service role with proven track record in software sales, demonstrated by the ability to under the sales process and move leads through the early stages of opportunity development.

Knowledge & Skills

  • Knows and understands the company sales tools and processes.

  • Listens to customer needs and tailors messages to customer based on their needs and ties-in additional promotional campaigns, upgrades or extended products/services

  • Primarily transactional sales approach

  • Consistently demonstrates proactive activities within accounts to uncover new business and take ownership for developing early stage opportunities.

  • Exhibits thorough knowledge of the portfolio, observed via customer conversations and product discussions.

  • Consistently meets or exceeds metrics related to the role set by the direct reporting manager



Sales Operations

Micro Focus is proud to be an Equal Opportunity Employer. Prospective employees will receive consideration without discrimination because of race, colour, religion, creed, gender, national origin, age, disability, marital or veteran status, sexual orientation, genetic information, citizenship or any other legally protected status