· To profile and deskresearch database of potential accounts in order to ensure all key details – decision maker names,addresses, current IT providers, etc. – are identified as well as mapping thedecision making structure of each target account. · To utilize specialistresearch tools (i.e. Avention / online research) to identify businesschallenges and sales opportunities within targeted accounts to produce aregular flow of qualified sales ready leads for the direct and channel salesteam to pursue. · To build / nurtureclose business relationships with selected accounts in order to ensure thatCenturyLink is at the forefront of their thinking when ready to review or has acritical business need. · Qualify prospectsagainst established criteria prior to passing them to field sales team orchannel sales team as marketing qualified leads (MQLs). · Receivepre-determined groups of prospects back from field or channel sales for furthernurturing using both the telephone and email. · Process in-boundleads, both telephone and web-based (eg. Request a quote or contact us fromthrough the company website) · To work closely withRegional Sales Director and the sales team on any local campaigns or óne off’ events– such as Webinars & industry events – in terms of both profiling andfollow up. · To accurately updateand maintain Salesforce.com and weekly pipeline forecasts on the volume ofleads expected to achieve MQL status. · To take part inregular óne to ones’ with Field Marketing / Marketing Operations togive/receive feedback, monitor performance / identify training needs. Takeresponsibility for the acquisition, structure & integrity of company andcontact data, including customers, prospects and Multi-National Corporations(MNCs).
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