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 prospects 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.
Solid 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.