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Account Development Executive
Biscom Technologies
Westford, MA
Mission - Why We Exist, What We Do and Why We Need You
Biscom helps the worlds largest regulated organizations in healthcare, finance, and government get their mission-critical documents delivered securely, reliably, and in compliance with their stringent compliance requirements. Founded in 1986, Biscom pioneered the enterprise fax server and secure fax marketplaces with FAXCOM and its award-winning fax management solutions. Biscom has expanded its secure document delivery platform with cloud secure file transfer for large files, real time synchronization, file translation, and mobile access. And now, with a fresh round of PE investment from ParkerGale Capital, the Biscom team is looking to aggressively ramp our growth ambitions. Thats where you come in.
The Biscom Account Development Representatives are often the first point of contact for new customers of Biscom, and are focused on driving conversations with new prospects and cross selling/upselling to existing customers. In this vital role, you are the lead gen engine for the sales pipeline. Biscom Account Development Representatives are a mix of hunters and farmers, youll be given an existing book of business and expected to grow it by offering new products, cross-selling, educating our customers on the value of what Biscom has to offer. Youll be responsible for closing deals and providing a best in class customer experience to our customers.
What Youll Accomplish - Your Performance Objectives
Objective #1: In your first 30 days:
- Onboard, get up to speed, and complete our sales certification program to demonstrate your knowledge of our product, customers, and the pain we help solve
- Connect with members of our Sales, Marketing, Product, and Customer Success teams to understand our offerings and why our customers value them
- Study our sales process and enablement material; Ride along with our team to get acquainted with our messaging and competitive positioning
- Ramp up on our CRM, role metrics, and sales methodology
Objective #2 : In your first 90 days:
- Through both outbound and inbound efforts, prospect via phone and email to generate interest in Biscom and our products; Book meetings with potential customers and collaborate with Account Executives to progress the conversation.
- Begin reporting out on a regular lead generation and early stage sales activities as well as pipeline contributions.
- Team with, marketing and Account Executives to ensure outbound efforts, messaging and targeting are appropriate to drive demand in territory.
- Review sales calls and engagements with leadership to further develop skills and optimize result.
- Begin producing a consistent flow of good-fit customer opportunities for our Account Executives
Objective #3: Within your first 6 months:
- Become a go-to resource for prospecting and opportunity qualification best practices on our sales team
- Contribute to the continuous improvement of our sales process and playbook
- Catalog and analyze common sources of client objections; provide a recommendation to enhance our Ideal Customer Profile and our winning zone for future opportunities
- Shadow Account Executives on a select set of the opportunities that you generate
Competencies What were looking for
Sales and Customer First Mindset: You need to be excited about uncovering business issues that cause pain, and creatively educating prospects about how our products can help alleviate that pain. Well expect you to quickly ramp up and become a go-to resource on:
- Our product, the pain it solves for our customers, and how were different than our competitors
- How to tailor your messaging to fit different personas and customer mindsets
- The state of our existing customer opportunities renewals, upsells, and cross-sells
- How to identify customers in our winning zone and quickly disqualify those that arent
A taste for prospecting: Much of this job will involve proactively reaching out to people that have never heard of Biscom or our products before. You have no problem picking up the phone and starting a conversation with someone who may not be expecting your call.
Presentation, communication, and relationship-building skills: Introverted or extroverted, we can trust you to tell the Biscom story, understand our clients business and pain points, and create compelling matches between their needs and our products. You can quickly build rapport, trust, and credibility with new prospects, and can get people excited our company and how we can help them.
Strong CRM Discipline: You understand and respect the link between documenting your activity and the ability to analyze and forecast your book of business. Your CRM data reflects your activity, and creates a useful record that helps the team understand who youve spoken with, what youve uncovered, and where the opportunity might be.
Speed, Drive, and Organization: You approach your work with energy and organization. You have no trouble juggling multiple opportunities / conversations and once, and can tell us about the systems that you use to keep everything in its place.
A great teammate:You know you cant do it by yourself. Youre someone other people seek out to work with, no matter the situation. You care about contributing to a great team environment and a great place to work.
Accountable and Goal-Focused: You do what you say you will and arent afraid to own your mistakes. You take the lead but are willing to ask for help. You arent afraid to commit to deadlines, and will go the extra mile to make sure you deliver on what youve signed up for.
How We Work - Our Core Values
Biscom is a team sport: Work ethic, cooperation and collaboration drive our success over individual contributions, siloed thinking, heroics, or title.
Courage with kindness: We do the right thing even when its not easy, we are missing data, convenience or consensus. We hold each other accountable daily. We have difficult conversations timely and out in the open. While debating approaches, we will disagree without being disagreeable, committed to the team decision. While acting courageously, we will treat everyone with kindness and respect.
We dont play business, we do business together: With customer success as our north star, we rally around pragmatism, incremental continuous delivery, accuracy and ingenuity to create scalable, and cost-effective solutions. Dogma, academic theory, buzzwords or precision will not distract us from running and scaling Biscom because of our collective wisdom, judgment and sense of humor will prevail.
Biscom
