Account Development Representative

Account Development Executive

Biscom Technologies

Westford, MA

Mission - Why We Exist, What We Do and Why We Need You

Biscom is an enterprise software company located in Westford, MA, providing a secure file transfer platform for its clients. Biscom focuses on transforming the way companies share information by providing a fast, reliable, and secure document delivery solution. In 1986, Biscom introduced the world's first network-based computer fax server. Today, the company has evolved from its humble beginnings into a leading secure communication and messaging platform that powers the most complex requirements in industries such as healthcare and financial services, where security and speed matters most. Along with our investor, ParkerGale Capital, the company is undergoing a large transformation focused on revenue growth. The main areas of investment will be in people and product.

As a key member of the direct sales team, you are an essential part of the engine that drives growth. This position will report directly into the Head of Sales and work closely with the Customer Success team and the Director of Sales Operations, as well as the Account Executives and Channel Sales team. In this role, you will be solely focused on growing revenue within your assigned client base. Working with our Marketing, Product, and Pre-Sales team, you will own the entire sales cycle from opportunity qualification to closing, including discovery, proposal development and contract negotiation.

Outcomes - What You'll Accomplish

In your first 6 weeks, you will:

• Connect with members of our Sales, Customer Success, Marketing, Product, Finance and Technology teams to understand our offerings and why our customers value them
• Study our current sales process and enablement material; "ride along" with our team to get acquainted with our messaging and competitive positioning
• Ramp up on our CRM, additional sales tooling, meeting cadence, and current sales methodology
• Become fluent in positioning Biscom's product offering to solve key challenges our customers face or will soon be facing.
• Acquaint yourself with named accounts though research, introductory customer meetings, collaboration with Customer Success
• Take over responsibility for all sales related activity tied to your assigned named accounts
• Build an account plan aimed at identifying key opportunities for upsell/cross-sell and conversion, in alignment with our corporate growth objectives
• Establish a "prospecting" approach that drives achievement of MQL goals and demonstrate early success at pushing leads deeper into the sales funnel
• Work with Marketing to capitalize on an ABM (Account based marketing) strategy to drive growth opportunities within a targeted subset of named accounts
• Have established a regular meeting cadence with your Customer Success counterpart(s) to actively strategize upsell/cross-sell/conversion opportunities
• Become familiar with Biscom contract requirements and default positions
• Be on track to achieve/exceed quota and built a pipeline with enough coverage to ensure success in future quarters
• Feel confident that you've refined your sales approach and know your customers well enough to play a direct role in achieving current and future corporate growth initiatives

In your first 3 months, you will:

Within 6 months, you will:

• Work with sales leadership to refine Biscom's ROI value proposition based on actual insight gathered from customers
• Meet regularly with Product and Product Marketing to convey key tools, workflows and enhancements customers express are necessary for their continued success as a Biscom partner
• Begin reporting out on a regular sales forecast + "state of the territory" report
• Own the sales process: proposal development, negotiation and closing

Within 12 months, you will:

Competencies - What We're Looking For

Sales and Customer-First Mindset - Make no mistake about it, this is a customer-facing role that will be responsible for a large percentage revenue base. You need to think like an expert salesperson. We'll expect you to quickly ramp up and become a go-to resource on:

• Our product, the pain it solves for our customers, and how we're 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 aren't

Strong CRM and Forecasting 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 allows you to produce an accurate forecast on-demand.

Comfort selling in a multi-stakeholder environment - You are likely skeptical when you have a customer that is saying all the right things. You will need to have the ability to professionally probe to identify who uses our products, who pays for them and who owns the larger initiative internally for our software to truly drive value for each customer. Driving this mentality to our salespeople will be key to your success.

Understands the healthcare technology space- You will have a distinct advantage in this role if you have any understanding of the healthcare space such as how healthcare systems/providers' workflows affect patient care, EMR providers and how they operate, known gaps existing currently within the healthcare technology world as well as industry trends on which Biscom can capitalize.

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

Speed and Organization - You are constantly on the hunt for opportunities to streamline and standardize. But you also know that simply writing down a new process doesn't do much. You're comfortable rolling up your sleeves and "inspecting and correcting" that allow for opportunities for ongoing process improvement.

A great teammate - You know you can't do it by yourself. You'll be an important conduit for feedback from our customers, and you can show us that you can not only listen to that feedback, but proactively share it with the other leaders on our team so we can build better products and sell + market them more effectively. You also lean in to help out whenever you can - sales, marketing, product. You're there to make the whole team better.

Accountable - You do what you say you will and aren't afraid to own your mistakes. You take the lead but are willing to ask for help. You aren't afraid to commit to deadlines, and will go the extra mile to make sure you deliver on what you've signed up for.

Resilient - Driving the growth for a fast-moving technology company is not without its ups and downs. You can tell stories about times when you've weathered tough times and disappointment and picked yourself up again.

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 it's 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 don't 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.