Lead Generation Specialist

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Lead Generation Specialist

Our client is one of the UK\’s leading Microsoft Solutions Partners for over 20 years, accredited to the highest level and a member of Microsoft\’s elite Inner Circle for Business Applications. They are experts in digital transformation, leveraging Microsoft Dynamics 365, Power Platform, and the Azure Data Platform. They collaborate with their customers to deliver long-term success through transformative technologies. They are now looking for a Lead Generation Specialist to join their marketing team.

Job Role and Purpose

This role is within the operational part of the marketing team, reporting to the Senior Marketing Manager. The successful candidate will thrive in a busy environment, collaborating with sales colleagues, working independently, using initiative, demonstrating technical capability, and driving a pipeline of sales-qualified opportunities through nurturing, relationship building, and prospecting. Ideally, the candidate will have some knowledge of Microsoft Dynamics solutions from a telemarketing or internal sales background. There is potential for development and learning new skills.

Key Responsibilities

• Develop and maintain understanding of company propositions and articulate these confidently across multiple channels.
• Generate sales opportunities via outbound calls, emails, social channels, and targeted data, developing new relationships.
• Contribute new contacts and insights to existing segments within Microsoft Dynamics 365.
• Utilize LinkedIn Sales Navigator to develop contacts, nurture relationships, and generate sales opportunities aligned with campaigns.
• Follow up on webinars, seminars, marketing campaigns, and events to generate interest and sales opportunities.
• Build and maintain a pipeline of leads, moving prospects through the marketing funnel to BANT qualification.
• Set appointments for Business Managers based on BANT-qualified leads.
• Collaborate with Microsoft Alliances Manager and sales colleagues to enhance account knowledge.
• Gain knowledge of the competitive landscape for strategic advantage.
• Attend events as needed, including travel.
• Maintain CRM data accuracy with leads, insights, and contact information.
• Participate in monthly commercial meetings and other relevant meetings.

Performance Measures

• Achieve quarterly targets for accepted opportunities aligned with Go To Market strategies.
• Assess opportunity quality against BANT criteria, with coaching from the senior marketing manager.
• Increase the number of sales-accepted opportunities by improving qualification and conversion ratios.
• Progress qualified opportunities beyond initial sales stages.

Engaged Contacts

• Enrich the lead pipeline within CRM to facilitate conversion to sales-qualified opportunities.

Revenue Generation

• Contribute to revenue targets and ensure pipeline coverage for key sectors.

Educational Background & Experience

• At least 2 years\’ experience in a similar internal sales or telemarketing role within a tech or B2B telemarketing agency.
• Proficiency with LI Sales Navigator or similar tools.
• Experience in B2B tech environment preferred.
• Familiarity with data tools and intent data (e.g., D&B, Cognism, ZoomInfo).
• Experience with digital tools like video is a plus.
• Proficient in Microsoft Office, especially Excel, Word, PowerPoint.

Behaviours

• Dynamic, confident, proactive, and resilient.
• Experience with hybrid working and independent initiative.
• Comfortable engaging with senior management and sales teams.
• Approachable, innovative, and engaging.
• Ability to articulate propositions to targeted personas.
• Aligns with company values of innovation, passion, and integrity.

This is a full-time, hybrid role requiring attendance at a London office 1-2 days per week.

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