Field Account Development Role (ADR

Posted: March 25, 2010 by ljhadvisor in Jobs

Position Overview

The Field Account Development Role (ADR) role is responsible for identifying and qualifying sales opportunities for Endeca’s Sales organization. This is accomplished through partnering with field sales representatives and marketing to generate demand and determine prospect needs. This role reports to the Sales VP for the region and will share the team revenue targets.


  • Identify and qualify potential prospects through proactive outbound calls
  • Design account penetration and territory development strategies with the field sales team
  • Prospect and profile accounts to generate new business and feed the sales funnel
  • Create and attach via SFDC an Account Plan for each QSO
  • Maintain a high level of daily, weekly, and monthly prospecting activities including cold and referral calling and e-mails
  • Provide feedback to Marketing Organization on success of qualified leads or opportunities sent to the Inside rep or the field.
  • Conduct research on accounts by using Sales Prospecting Tools such as Hoovers, Crush Reports, Company Annual Reports and other sources
  • Develop an understanding of the accounts’ business issues and other relevant information
  • Maintain current knowledge of Endeca’s products, solutions, customer applications, competitive product differences
  • Coverage of trade shows as needed
  • Interact and organize partners for building sales leads


  • 2+ years account development phone sales experience
  • Proven sales or relevant experience in enterprise software
  • Bachelor’s Degree is required
  • Superior verbal and written communication skills
  • Have exceeded goals and quotas consistently in previous positions
  • Strong time management, organizational and decision-making skills are critical
  • Team player

About the Company

Endeca is a leading provider of search applications. Search applications built on Endeca’s technology deliver the clearest visibility into information, driving hundreds of millions of dollars in cost savings and increased revenue for our customers. More than 250 million end users around the world access information through Endeca solutions, which are in use at more than 600 leading organizations including: ABN AMRO, Boeing, Cox Newspapers, the U.S. Defense Intelligence Agency, Dell, Ford Motor Company, Hyatt, IBM, John Deere, the Library of Congress, Texas Instruments, and


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