Business Development Representative - Toronto, ON | Illumiti | | 18/12/17
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Business Development Representative Full-Time

Location: Toronto, ON
Company Name: Illumiti ()
Category: Business Dev/Sales
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Take your career to the next step!

We are currently seeking an experienced Sales professional with a passion for customer service, outstanding analytical skills and a desire to be part of a winning team. This individual will be an innovator and outside the box thinker – willing to challenge norms and break through paradigms to maximize customer value.

  • A dynamic problem solver with a track record for building innovative solutions
  • A passion for working hand-in-hand with customers to drive lasting transformational change
  • Desire to be part of a winning team in one of the fastest growing SAP practices in North America

Title: Business Development Representative

Reports to: Inside Sales Manager

We are looking for outbound business development representatives to increase opportunities within North America through lead generation. You will be assigned to an account executive within Illumiti in which you will liaison the leads identified to go into our sales forecast. The business development position is full time, Monday to Friday with fluctuating hours due to North American time zones. There are times you may need to travel for training provided through partner edge learning and development centers, and to attend a company sponsored events. Compensation includes full benefits after probationary period, a base salary + bonus and commission based on leads generated. The preferred candidates will have had previous sales experience, a university/college designation and or related experience. Below are the key accountabilities of the business development representative role.

Desired Transferrable Skills

Relationship Management

Comfortable with leveraging multiple social channels (LinkedIn, Twitter, events, etc.) to make connections and start conversations with people. Comfortable building relationships with clients over the phone and via email.

Positive Coachable Attitude

Able to adapt to change and flourish in a dynamic environment. A positive person, with the ability to excel under pressure

Innovative & Entrepreneurial

Career Minded, Ambitious, Driven and self-motivated to be successful in whatever you do. Understand Business Acumen and Organizational Awareness. Proactive to provide suggestions to better the business.

Works Independently/Team

Collaborative: you naturally share ideas and never lose sight that you are part of a team

Hunter Mentality

You enjoy hunting and nurturing new opportunities, have strong qualifying and closing skills, possess the ability to sell consultatively and sell value, not price.


Interpersonal skills, know your audience and present well

Attention to Detail

Stay organized and thorough with information collected from interactions, research and connections.

Job Accountabilities

A.   Key Accountability #1 Market Research/Continuous Learning           10% of Time


  • Creating prospect lists of C level executives and managers from companies whose revenue from the previous fiscal year is between 100M – 1B and employee size is 500+
  • Research competitor’s software solution and understand their gaps, competitive advantage, price, and approach
  • Read articles, trade journals, publications and online white-pages to understand industry trends, pain points and solutions
  • Attend lunch & learn sessions, webinars, conferences to stay up-to-date with net new modules/solutions
  • Research your territory/state/province to understand current events that could open up dialogue during initial conversations

Expected results

  • Industry awareness, competitive analysis
  • Product knowledge

Decisions made by incumbent

·       Make use of google alerts for publications, merge & acquisitions, net-new news about company growth, fluctuations in oil & gas prices


  • You will have to complete 24 partner edge self-study courses (includes webinars) in a fiscal year (passing mark of 75%)
  • You will research 1 of 4 competitors and present to the team in the first quarter
  • You will have to create a targeted list of 80+ contacts per month to attempt to connect with

B.   Key Accountability #2 Prospecting                    60% of Time


  • Contact prospect via phone, email, direct mail, or video
  • Book meetings, discovery calls with account executives and prospects
  • Develop objection handling and questioning strategies that will help the prospect understand the need for an upgraded solution
  • Follow up on marketing initiatives, campaigns, webinars registrants & attendees to increase opportunities
  • Diarize your follow up calendar with prospects that would like more information, or to be contacted at a future date
  • Leverage data bases to create lists based on parameters – revenue, employee size, location and industry

Expected results

·       You have a new list of prospects that you are attempting to connect with monthly

Decisions made by incumbent

  • Make use of free & paid for databases to generate lists
  • Leverage our CRM system to connect & follow up with prospects


  • Connect with 5 prospects per day, attempt 150 calls/emails/video messaging per day, and achieve 1 lead per month that will implement a software solution within 1 year
  • Quality of meetings booked based on internal qualifiers

C.   Key Accountability #3 Relationship Management 5 % of Time


  • Set up weekly cadence calls with your account executive to review your prospect lists, connections & discussions with potential leads
  • Set up joint calling with inside sales executives with SAP to call into prospect lists together
  • Meet with marketing team monthly to provide results and the return on investment from marketing initiatives
  • Ensure to follow up with prospective clients at the time proposed and with the material/information discussed
  • Ensure to support peers through sharing best practices, group discussion, and through encouragement

Expected results

  • All members of your relationship network will be positive advocates of you
  • Clear communication with integrity will be upheld against the company’s values at all times

Decisions made by incumbent

  • Book time in our partner’s calendars for weekly cadence calls
  • Attend events to increase network and company brand


  • Receive a minimum of 3 leads in a fiscal year from our peers at SAP based on your relationship and joint efforts
  • Your account executive will be providing quarterly feedback based on their interactions with you to contribute to your mid-year, and year end assessments
  • The marketing team will have a clear understanding of what initiatives/efforts have yielded the best return and vice versa.

D.   Key Accountability #4 Administration                 10% of Time


  • Learn our internal CRM system, keep contacts up-to-date
  • Manually report on KPI’s daily using Microsoft excel
  • Facilitate meetings using ‘go-to-meeting’, record calls manually and take notes
  • Upload your contact lists into a dialer, and track results

Expected results

  • Stay organized and manage time efficiently
  • Customer data base is always kept up-to-date, confidential and accurate

Decisions made by incumbent

  • Leverage CRM best practices manual and verify all fields are completed
  • Use Excel to keep record of your daily activities for review at your monthly focused coaching sessions and at weekly inside sales meetings


  • You will send your daily tracker to your reporting manager before you leave with your metrics for the day’s work
  • Your focused coaching touch points will include your results; therefore, you will be held accountable to the accuracy in your reporting

E.    Key Accountability #5 Teamwork             5% of Time


  • Dial into industry prospect lists with team
  • Present once monthly to the team on a product/industry/trend
  • Leadership roles will be assigned – Market research & development, marketing & campaigns, Time Management, Grammarian, Employee Experience Lead. You will need to contribute to the team in leadership form
  • Provide 360 peer feedback once quarterly
  • Achieve and contribute to team results
  • Attend team outings monthly

Expected results

  • Collaborative workplace with team driven competition
  • Shared learnings and best practices across the team

Decisions made by incumbent

·       Participate in weekly team building exercises, lunch & learn sessions, make note of your peer’s accomplishments/achievements to celebrate


  • Your presentations will contribute to your bonus
  • Your 360 feedback will be included in your mid-year/year end assessment

Why join Illumiti?

At Illumiti, you will work hand-in-hand with some of the best and brightest SAP professionals in North America. You will be supported by the latest methodologies, tools and innovative thinking – all while enjoying the benefits of a close knit team and a great work environment. We take great pride in delivering unparalleled customer service and providing our customers with top value.

Our vision is to:

  • Leverage innovative solutions to deliver business value to our customers across all stages of the Enterprise Software lifecycle;
  • Develop long lasting, value based customer relationships by providing unparalleled customer service and solutions acumen; and
  • Meet and exceed the expectations of our customers and our team.

If you are a senior SAP professional that thrives on finding solutions to complex business challenges – we want to hear from you.   We offer a comprehensive benefits plan and very competitive compensation packages.

Take the next step in your career. Join Illumiti today!

Illumiti is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age or veteran status. Illumiti is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

Illumiti is committed to compliance with the Accessibility for Ontarians with disabilities Act (AODA) and Human Rights Code in the recruitment process. If you are an individual with a disability that requires a reasonable accommodation or are unable to use or access our recruitment tool as a result of your disability, you can request reasonable accommodations in the recruitment process by sending an email to

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