Job Title: Territory Developmet Representative
Date Posted: 09-20-2007
Job Location: Massachusetts-Boston
Job Type: Full Time
Education Level: Bachelors Degree
Work Experience: 2+ to 5 Years
Job Shift: First Shift
Yearly Salary:50K-70K
Company Name: IMllogic, Inc
Company Website:
Contact Information: Janet   Stucchi (
Job Description:
IMlogic is the global market leader in enterprise software for Instant Messaging (IM), the
world's fastest growing communications medium of all time. The largest Fortune 1000 companies
depend on IMlogic solutions to secure, deploy, and leverage IM and presence technology for
real-time business communications. Deployed across the financial services, energy, healthcare,
government, media, telecommunications, technology, manufacturing, and consumer products
industries, IMlogic is the leading solution for managing and extending IM in the enterprise.


At IMlogic we are bringing together exciting technology, an experienced management team, and a
challenging, entrepreneurial culture to build a leading software company. Voted one of the Top
50 Places to Work by the Boston Business Journal, we are looking for individuals with the
skills and experience needed to drive the success of IMlogic.

IMlogic's most important asset is its workforce. In order to achieve our company goals, our
employees need to be happy and healthy. We offer a competitive and comprehensive benefits
package including 100% covered medical plans, dental, vision, 401K, 3 weeks paid vacation plus
personal time and holidays, education assistance, and disability. IMlogic welcomes and
encourage diversity in our workplace. We are an equal opportunity employer.



Role Description:
As a Territory Development Representative, you will use your enthusiastic, assertive
personality and proven time management skills to generate high volume outbound telephone calls
to North American companies with over 5,000 employees. The candidate will work closely with the
field sales Account Executives assigned in a team atmosphere to accomplish their revenue
objectives & strategic sales goals.  The goal is to generate pipeline opportunities for our
regional sales teams and assist with progressing the opportunity to closure.



·         Play a vital role in pipeline growth & revenue attainment by turning Qualified Sales
Leads (QSLs) provided by an internal tele-qualifying team to Qualified Sales Opportunities

·         Proactively contact pre-qualified suspects and prospects, performing an in-depth
qualification to create & maintain interest and position IMlogic’s software offerings

·         Proactively cold-call into the Fortune 1000 to generate interest & uncover

·         Present key selling points, features and benefits while remaining focused on the
customer’s needs and expectations

·         Conduct thorough lead/prospect qualification including the identification of
projects, timelines, business benefits, technical fit, key contacts and budgets

·         Meticulously record activities with suspects and prospects, including complete
prospect and suspect contact information, project identification and descriptions with
timelines, competitive products installed, etc

·         Build credibility and strong working relationships with decision makers who show
initial interest in our software offerings, but have long-term project timelines

Assist Account Executives and Sales Engineers in scheduling product demonstrations & on-site
Develop and document quarterly sales strategies and tactics with outside sales Account

Sales skills:

Skilled and tenacious at outbound calling and reaching elusive IT and Business executives
Ability to effectively overcome technical and business objectives of prospective customers
Demonstrate persistence, overcome obstacles and strive to improve skills and achieve assigned
OTE goal
Understand all phases of the sales cycle
Ability to manage a pipeline, work multiple opportunities & accurately forecast revenue &
timeframe of purchase
Ability to effectively & appropriately engage IMlogic resources on the opportunity

Interpersonal skills:

Articulate, friendly, optimistic, goal-oriented and success driven
Expert communication skills, including listening, verbal and written communication skills
Team player with an aggressive, winning attitude & strong work ethic
Strong organization and time management skills 
Highly flexible self-starter, results-oriented, and persuasive


·         3-5 years of software sales experience with a history of exceeding quota

·         Outbound calling experience in “hunting” environment.

·         Internet savvy and experience with Word and Excel a must. 

·         Computer and typing skills essential, familiarity with a CRM system, preferably, highly desirable

·         Experience working with software development & deployment tools

·         A Bachelor's degree or equivalent
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