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Account Development Representative – Biscom
Westford, Ma
Mission – 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, including healthcare and financial services, where security and speed matters most. As part of a recent investment by ParkerGale Capital at the tail end of 2021, the company is preparing to undergo a period of transformation and growth in 2022/2023 and beyond.
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, you’ll 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. You’ll be responsible for closing deals and providing a best in class customer experience to our customers.
Objectives – The Problems You’ll Solve
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, begin producing a consistent flow of “good-fit” customer opportunities for our Account Executives
- 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 results
Objective #3: Within 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 playboook
- 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 we’re 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. 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
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 you’ve spoken with, what you’ve 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 can’t do it by yourself. You’re 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 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.
How We Work – Our Core Values
Eager to Win – Our passion comes from a deep caring for the success of our employees, clients, and partners both personally and professionally. Every employee is expected to “own it” by taking the lead and seeing initiatives through from start to finish.
Collaborative – We win when we work as a team. Biscom’s best people approach their work with a spirit of helpfulness and inclusion. We seek out opportunities to team with each other, leverage each other’s’ expertise, and lend a hand whenever we can.
Tenacious – We are scrappy, determined, resourceful, and relentless in our approach to serve our clients and partners. We are willing to fight for what is right and are proactive in seeking solutions. We are tenacious and will not quit.
