• Work with Account Executives and BDR Team to develop targeted outreach plan to include: prospect/customer lists per account, Focus OEM and Use Cases, Messaging per account, and areas and ways to help increase business opportunities • Sync with Account Executives regularly to provide updates on outreach efforts, successes, and areas of improvement • Follow-up, qualify, engage, and manage leads and opportunities via Salesforce.com and Marketo • Learn OEM technologies and understand and articulate their value proposition to clients • Assist marketing in driving attendance to GuidePoint events and activities • Represent GuidePoint Consultants to clients and articulate our areas of expertise • Create email and call shells for individual/event-based outreach; to include targeted messaging, registration links, OEM information etc • Take notes during prospect meetings and enter into Salesforce.com to capture wants/needs of prospects/customers for Sales team to track • Present metrics on successes and ROI within business development efforts to leaders

• Identify, engage, and qualify potential nonprofit customers who may not be actively looking for a new solution • Create demand with key decision-makers via cold call, email, LinkedIn and personalized messages • Generate and nurture a 90-day rolling pipeline of high-quality potential meetings from scratch • Partner closely with Account Executives to build pipeline, refine outreach strategies, and ensure seamless handoff of qualified opportunities • Consistently meet or exceed business development targets • Maintain accurate sales data and lead tracking in Salesforce