Account Executive

Account Executive

Biscom Technologies

Westford, MA

Mission - Why We Need You

Biscom helps the world's 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. That's where you come in.

Reporting to our Head of Sales, Sales Executives are the engine that drives that growth. As an Account Executive, you will be solely focused on driving new business by managing and growing client relationships in your territory. 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, onboard, get up to speed, and complete our professional development program to demonstrate your knowledge of our product, customers, and the pain we help solve

• Connect with members of our Sales, Marketing, Product, and Technology 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, meeting cadence, and sales methodology; begin planning and reporting

In your first 3 months, take ownership of your territory, sales forecast, and book of business

• Understand Biscom's product offerings and competitive landscape; strive to understand the business problem we are solving in order to deliver best outcomes and exceed customer expectations.
• Prioritize territory and collaborates with team members (business development, and consulting) to uncover customer needs to develop plan of to optimize selling productivity.
• Execute outreach and begin to develop early stage pipeline.
• 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, fully ramp + regularly achieve/exceed your quota and help us continue to build a high-performing sales team inside of Biscom

• Contribute to the continuous improvement of our sales process and playbook

What We're Looking for- The Personal Competencies That Matter

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, standardize, and coach people on the step-by-step process that works.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 Behave-Our Core Values

Biscom is a (all-star) 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.