• Technical Sales Specialist - BDR

    Job Locations US-PA-Cranberry TWP
    Job ID
  • Overview

    The Technical Sales Specialist for BDR (Backup & Disaster Recovery) – Existing Partners plays a key role in helping our partners maximize the value they realize from the Continuum platform and partnership. The TSS will work with their sales colleagues to execute on white-space opportunities, ensure that partners have the latest product information, collaborate with SPMs/PSEs at appropriate points in the BDR sales process, and facilitate new product adoption onboarding (demo/train/setup/set expectations); all within the existing partner base.


    The TSS is a partner-facing expert on Continuum’s BDR products who helps to ensure partner satisfaction by taking partners through an evaluation and new product adoption, by providing enablement training, and support via phone and email.  TSS are responsible for the education and technical training of existing partners employing new products within the BDR platform and for maximizing product adoption throughout the partner life-cycle.



    • Be The BDR expert in Continuum’s ever-growing products and services
    • Execute upon appropriate phases of the Sales Qualification Process (MEDDIC)
    • Promote product adoption and success through regular communication, training, customized product demonstrations, and evaluations
    • Lead partners through new product Onboarding (evaluation, setup, training, setting proper expectations)
    • Answer business strategy, technical, and platform questions
    • Work with Strategic Partner Managers and Partner Sales Executives to meet sales objectives
    • Provide all necessary technical expertise to facilitate the Sales Qualification Process (MEDDIC)
    • Focus on partner satisfaction and growth; help partners fully utilize product capabilities
    • Conduct training sessions with individuals and groups both in-person and online
    • Manage and respond to all assigned inbound partner sales-related communication in a timely and helpful way
    • Maintain recordkeeping to allow for tracking of key metrics
    • Act as an advocate and voice of the partner for internal teams, Product, Service, and Marketing
    • Create Sales Opportunities for BDR for complete tracking and follow through in support of the Sales Process
    • Be responsible for the Entire Sales Process from Discovery to Close
    • Expected travel up to 25%


    • Demonstrated ability to develop and maintain strong business relationships
    • Superior communication, presentation, time management, and interpersonal skills
    • Ability to structure and lead meeting in-person and on the phone
    • Positive, proactive, and results oriented demeanor
    • Sales opportunity and business growth minded
    • Ability to multi-task and handle a fast-paced dynamic environment
    • Ability to assimilate new information quickly
    • Team player with ability to work cross functionally
    • Ability to collaborate and partner with others for achievement of team goals
    • Technical aptitude Continuum BDR product offering and thorough knowledge/access to the competition
    • Ability to learn and adapt rapidly to new technology across the full breadth of the Continuum platform and offerings and how BDR is an added and active value to the partner’s overall relationship.
    • Experience with CRM software, i.e. Salesforce, is a plus


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