The ISR role focuses on initiating meaningful customer conversations, qualifying opportunities, and scheduling high-quality meetings that convert into active sales engagements. Success in this role is measured by the quality of engagement, not just activity volume.
Key ResponsibilitiesOutbound & Account Engagement
- Execute outbound outreach through calls, emails, and LinkedIn.
- Work from prioritized account lists aligned with regional and industry focus.
- Personalize outreach based on account-level research.
- Maintain a consistent follow-up cadence to drive conversions.
- Support partner-led or campaign-driven initiatives (AWS, Microsoft, IBM).
Discovery & Qualification
- Conduct structured discovery calls to understand prospect challenges.
- Qualify opportunities based on fit, timing, and relevance.
- Clearly articulate the purpose and value of scheduled meetings.
CRM Hygiene & Reporting
- Maintain accurate records of all activities and follow-ups.
- Capture detailed call notes and defined next steps.
- Use CRM tools effectively for planning, tracking, and reporting.
Cross-Functional Collaboration
- Align closely with Account Managers and partner teams on outreach priorities.
- Follow up promptly on inbound and marketing-generated leads.
- Participate in ongoing coaching, enablement, and training programs.
Required Skills & Experience
- Excellent verbal communication and interpersonal skills.
- Confidence engaging prospects via phone, email, and LinkedIn.
- Strong active listening and structured questioning abilities.
- Basic understanding of IT services, cloud, or technology solutions.
- 12 years of experience in inside sales, business development, or similar B2B roles.
Learning & Growth Opportunities
- Continuous coaching and exposure to OEM-led sales motions.
- Explicit progression paths into Senior ISR, Account Manager, or Business Development roles.