Channel Sales Executive

Channel Sales Partner/Executive

Location: 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, 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 2023 and beyond.

Reporting to our Head of Sales, the Channel Sales Executive will be responsible for developing and leading our teams that manage our book of Value-Added Resellers (VARs), and partnerships with key accounts.

What You Will Accomplish-Your performance objectives

Objective #1: Within your first 30 Days, take inventory of the team and our partner ecosystem, assessing where we have Focus and Clarity opportunities with plans to achieve our goals.

• Work with the outgoing Head of Sales to understand key players, metrics, reporting and operations as a baseline discovery to how you will manage the overall program
• Meet with your team and organize your operational cadence with each member around 1:1 meetings and team reviews
• Validate that close plans are in place to support the Q4/Q1 VAR Forecast. Meet key players at both the partner and customer where appropriate. Be hands on and show urgency around our forecasted business.
• Work with partner managers on a joint evaluation and acquisition plan for their key customers. Leverage all the resources within Biscom to ensure we are surrounding these key accounts and making them successful
• Meet with your peers in Sales, Marketing, Customer Success and Product to create joint plans around how you will enable the organization's goals for Revenue and Pipeline leveraging our partners
• Provide the Head of Sales a detailed assessment of your team and our partner ecosystem, with special attention paid to short term opportunities for improvement and areas where we can focus
• Provide the Head of Sales with updates through the quarter on an agreed upon frequency for Q4 and Q1 forecast for both partner sourced revenue and closed business from our VAR channel

Objective #2: Within your first 60 days, confirm our Tier 1 focused VARs with clear business plans to drive revenue outcomes. Forecast a strong Q2.

• Working collaboratively with the Head of Sales and your Channel Partner Managers in all regions to validate the strategy for VAR coverage in these regions
• Review all current partner agreements and understand which are up for renewal this year. Assign an owner of all renewals and agree upon a strategy.
• Meet the key players at every Tier 1 VAR and assess the partnership, while creating clarity around short term plans to drive revenue
• Meet the key players at other tiers and assess the partnership, while creating clarity around short term plans to identify opportunities for our Sales Team

Objective #3: Within your first 90 days, develop a plan to expand our key account relationships

• Perform a thorough review of our current action plan, with an eye toward tactical execution around sourced pipeline and potential for closed revenue
• Document a thorough relationship plan for the key existing accounts. Identify 3-5 key relationships we believe can advance our field partnership
• Create a plan of attack to educate those net new relationships around the Biscom value proposition

Objective #4: In your first 6 months, own the expectations and KPI's of the position of Channel Sales Executive

• Hit and exceed KPIs as established with you and your manager that align with company objectives and provide clarity to what is most important, right now
• Forecast and Close 100%+ of the target for the VAR business
• Assist your team in managing the metrics around Partner Qualified Leads that get handed off to AEs and accepted as initial opportunities, ensuring that we are consistently meeting our objectives for Channel Sales Pipeline
• Assist the Direct Sales Team in closing sourced partner opportunities, meeting and exceeding our quarterly targets for Revenue from Channel Sales Opportunities

Competencies - What We are Looking For

Solid data management chops: This is a role for a proven sales or customer success professional with prior experience in Master Data Management or adjacent data management disciplines such as customer data platforms (CDP), data preparation tools, data profiling/data quality tools, BI, data warehousing, ETL, or system integration. Candidates should understand at a high level how information flows across these systems such as Salesforce in the context of real-world business processes and be able to white board high level data flows for a given customer.

Account management skills: The ultimate measure of customer success is expanded use of Biscom products within your accounts. You will need to have a track record of leveraging account engagement to drive both retention and expansion. There are two key inherent skills found in successful channel sales partners at Biscom. First, you should have a proven ability to effectively and aggressively pursue sometimes reluctant customer contacts in a disciplined and organized manner. Second, you should have the ability to absorb, retain, and leverage a deep knowledge of data management best practices, real-world use cases, and an ability to create a "to-be" data management vision, often delivered via whiteboard, that expands utilization of Biscom products.

Influencing and relationship building: Leveraging your personal skills and executive presence, you are able to quickly establish credibility and trust with your account contacts, and you have a track record of earning access to power within accounts. Customers come to see you as a valuable resource and advocate on their behalf. Your passion and expertise allow you to create compelling visions for how customers can better leverage their investments in Biscom.

Comfort with ambiguity: At times, this role will be responsible for taking nebulous ideas and translating them into specific, concrete actions. Your work will rarely be paint-by-number. You should be comfortable taking nebulous direction, translating it into a plan, and enlisting those you need to get the job done. As such, you will have examples of times when you took a loosely formed idea, sharpened it, and owned its execution from start-to-finish.

Accountable: It bothers you when people don't follow through on their commitments. You have no problem planning the work, working the plan, and proactively communicating your progress along the way. You can tell us about times when you have rolled up your sleeves, taken ownership of a body of work, and delivered the results despite the obstacles encountered along the way.

Kind, humble, and fun: You are the kind of person that values and enjoys working with peers and colleagues, who is always ready to lend a helping hand, and instinctively goes the extra mile. We want you to be a person your peers enjoy collaborating with, spending time with, and investing in.

How We Work - 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.