Inside Sales Representative

BCC Software is the leading postal and presort software solutions provider. With over 45 years of industry experience, we are dedicated to ensuring that all of our software products and marketing solutions are always ahead of the curve and compliant with the latest USPS® regulations.

The Inside Sales Representative will play a crucial role in generating new business opportunities and maintaining customer relationships within an assigned territory. This individual is responsible for understanding customer needs, demonstrating the value of our software solutions, and closing sales to achieve revenue targets. The role requires close cross-functional collaboration with both the sales and marketing departments to align and optimize lead generation efforts, email automation strategies, CRM (Microsoft Dynamics) management, and drip campaign execution. This position is key to ensuring streamlined processes and data-driven sales outreach that drives measurable company growth.

Essential Functions

• Prospecting and Lead Generation:
  • Identify and qualify leads through cold calling, email campaigns, and inbound inquiries.
  • Work collaboratively with the marketing team to enhance and align lead generation strategies.
  • Support the development and execution of targeted outreach efforts using data-driven segmentation and campaign insights.
  • Utilize CRM (Microsoft Dynamics) and marketing automation platforms to track, score, and manage leads effectively.
• Consultative Selling:
  • Conduct product demonstrations and presentations to prospects via phone, webinars, and occasionally in-person meetings.
  • Tailor presentations to highlight the unique benefits of our software solutions based on customer needs.
  • Leverage marketing-generated insights and content to support consultative sales conversations.
• Sales Closure and Pipeline Management:
  • Manage the entire sales process from initial contact to close, including contract negotiation and closing agreements.
  • Forecast sales, track and report activities, and maintain accurate records in CRM.
  • Coordinate with marketing and sales leadership to ensure campaign performance data informs pipeline strategies.
• Customer Relationship Management:
  • Build and maintain strong, long-lasting customer relationships.
  • Act as a trusted advisor to customers, understanding their challenges and providing solutions that meet their business goals.
  • Provide feedback from customer interactions with marketing and product teams to help improve messaging and product development.
• Collaboration and Teamwork:
  • Serve as a key liaison between the sales and marketing teams to align efforts on lead nurturing, email automation, and campaign execution.
  • Help optimize CRM workflows and contribute to streamlining lead tracking, scoring, and conversion processes.
  • Participate in regular sales and marketing syncs to share insights, improve campaign effectiveness, and support continuous improvement.
  • Attend sales meetings, training sessions, and cross-functional workshops.

• Proven inside sales experience in a software or technology company preferred.
• Strong understanding of sales principles and techniques, including consultative selling.
• Experience collaborating with marketing teams on campaign-driven lead generation and conversion.
• Proficiency with CRM software (e.g., Salesforce, HubSpot, Microsoft Dynamics preferred) and familiarity with marketing automation tools and drip campaign design. 
• Proficiency in MS Office suite. 
• Excellent communication and negotiation skills, with the ability to build rapport with prospects and customers.
• Ability to work independently and as part of a cross-functional team in a fast-paced environment.
• Bachelor’s degree in business administration, marketing, or related field preferred.

Salary: $60,000 plus commissions 

Location: This position is based in Rochester, NY. Candidates must be able to work in the office three days a week.