Market Development Representative

Agilysys has been a leader in hospitality software for more than 40 years, delivering innovative cloud-native SaaS and on-premises guest-centric technology solutions for gaming, hotels, resorts and cruise, corporate foodservice management, restaurants, universities, healthcare, and sports and entertainment. Agilysys offers the most comprehensive software solutions in the industry, including point-of-sale (POS), property management (PMS), inventory and procurement, payments, and related applications, to manage the entire guest journey. Agilysys is known for its leadership in hospitality, its broad product offerings, and its customer-centric service. During recent years, Agilysys has made major investments in R&D and has successfully modernized virtually all their longstanding trusted software solutions. Some of the largest hospitality companies around the world use Agilysys solutions to help improve guest loyalty, drive revenue growth, and increase operational efficiencies. Agilysys operates across the Americas, Europe, the Middle East, Africa, Asia-Pacific & ANZ and India with Global headquarters located in Alpharetta, GA.

For more information, visit www.agilysys.com

The Market Development Representative (MDR) is part of the Agilysys Marketing team and serves as the liaison between Marketing and Sales teams to qualify inbound inquiries; create new prospects by developing content and messages targeted to specific companies and roles; connect with targeted account contacts through outbound calling, digital outreach, and conversations; and support sales connections with prospects through appointment setting and first-touch data gathering.

In some cases, the Market Development Representative will conduct online presentations to various audiences that are not yet qualified for the sales pipeline. In cases in which the sales process has slowed with a prospect, sales might change the primary contact from an account manager to the MDR to nurture and re-engage momentum.

Ultimately, you will be a key part of moving inquiries through the marketing funnel to a successful handoff to sales based on criteria the sales team establishes.

Whilst located in Windsor, UK – the role will report directly to the Global Market Development Manager, Growth & Revenue Marketing (USA)

Prospect Concierge: The MDR is the first line of contact for our prospects. This person is our marketing team’s concierge, helping reach out to prospects visiting our website and engaging with our content on social channels. Their focus is on informing and inspiring in order to activate conversations with sales. They are actively engaged in nurturing contacts in the “marketing pipeline.” They suggest additional resources from our content library and provide links to socially curated material. They are a “research assistant” for the prospect before he or she is ready to engage with sales. They create outreach approaches and content (either directly or by working with other resources in marketing) to remove friction and create acceleration in the marketing pipeline.

Lead Pre-Qualification: In additional to nurturing prospects with information, the MDR is an important pre-sales checkpoint to ensure that leads are ready and qualified for further engagement. In the same way that MDRs help prospects gather information about our solutions, services, and thought leadership, our MDR also will gather additional information about our leads. They will verify (through Seamless.AI, Seeking Alpha, LinkedIn, public company records, Internet searches or other sources) the following information, and ensure our Salesforce database is updated, including sales account plans, with the most current contact information:

Call/Appointment Setting: If a prospect meets the qualification criteria, and has interest in engaging with sales, the MDR facilitates the hand-off between sales and marketing. They direct outbound calls (which might include brief “value presentations” or prospect assessments) to determine if the prospect is qualified and ready to meet with sales. If the prospect accepts, the MDR helps set up an appointment and makes the introduction to a sales representative. At this point, the lead becomes sales qualified and is no longer serviced by the marketing team. However, sales might reassign an MDR as the point person for a contact if sales momentum with that contact has slowed. The MDR will then nurture the prospect to create re-engagement.

Digital Outreach: The MDR will also be expected to master the digital infrastructure put in place for driving digital outreach via Pardot email campaigns, social prospecting and HighSpot 1:1 account-based marketing (ABM) platform. This will include working directly with the sales representative to develop account strategy and execution within Salesforce using the Quip account planning app. This is especially important for prioritized accounts targeted for nurturing via 1:1 ABM programs.