Key Responsibilities
1. Database Creation & Management
- Build and continuously expand a database of potential customers, prospects and key decision-makers.
- Research companies across target industries and markets to identify potential business opportunities.
- Identify relevant stakeholders such as CISOs, CIOs, CTOs, Heads of IT, Risk, Compliance, Information Security and Procurement.
- Collect and maintain accurate information including company details, contacts, designation, email, telephone, industry and business requirements.
- Regularly update and clean the database to ensure data accuracy.
- Segment prospects based on industry, geography, company size, business potential and solution relevance.
2. Lead Generation
- Identify new prospects through online research, LinkedIn, industry directories, events, conferences, referrals and existing databases.
- Research target accounts and identify potential opportunities for SISA's cybersecurity and compliance services.
- Develop targeted prospect lists based on Sales priorities.
- Conduct initial outreach through email, LinkedIn, telephone and other appropriate channels.
3. Meeting Generation
- Proactively reach out to prospective customers to introduce relevant SISA solutions and capabilities.
- Schedule qualified meetings and discussions between prospects and the Sales team.
- Coordinate calendars and meeting logistics with customers and internal stakeholders.
- Research prospects before meetings and provide the Sales team with relevant background information.
- Follow up with prospects after initial meetings to maintain engagement.
- Maintain a consistent pipeline of meetings for the Sales team.
4. Opportunity Creation
- Identify potential customer requirements and convert qualified leads into sales opportunities.
- Understand basic customer pain points and identify the appropriate SISA solution or service area.
- Work closely with Sales Managers to qualify leads and determine next steps.
- Track prospects from initial identification through meeting and opportunity creation.
- Follow up systematically on prospects that require further engagement.
- Support Sales Managers in building a healthy and sustainable sales pipeline.
5. Market & Account Research
- Conduct research on target industries, companies and markets.
- Identify organisations that may require services related to Cybersecurity, Security Testing, Compliance, Managed Security, SOC, Risk and Privacy.
- Monitor industry developments and identify companies undergoing digital transformation, expansion, regulatory changes or technology initiatives that may create opportunities.
- Prepare basic account intelligence and prospect profiles for the Sales team.
