Account Executive

Canon Business Process Services; Boston (MA); On-site; USD 60,000 - 100,000; Full time

Job summary

Canon Business Process Services is hiring in Boston for a sales role focused on developing and implementing strategies to win new logos and transform opportunities into bookings. You will leverage multiple prospecting methods to connect with decision makers and collaborate with internal teams to tailor CBPS solutions to each client.

The position emphasizes a results-driven approach in a fast-paced, tech-enabled environment.

Qualifications

• Bachelor’s Degree required.
• Extensive Sales background (3+ years).
• Thorough understanding of complex solutions with a technology slant.
• Track record of success with a long sales cycle and with a consultative sell.
• Proven prospecting success with a high energy level – must be a proven hunter.
• Acumen in complex business to business sales.
• Knowledge of business services, outsourcing and business transformation a plus.
• Willingness to become a subject matter expert in a CBPS offering.
• Sales training certification in Sandler, Challenger, FranklinCovey, or similar methodology a plus.

Responsibilities

• Uncovers prospects for business customers primarily through sales and marketing productivity tools, cold/warm calling, networking, social media, email, market research, partner/alliances.
• Builds, develops, and nurtures customer relationships with contacts at new logos and prospective past clients.
• Qualifies and develops complex, well-defined sales opportunities.
• Drives internal cross-organizational team towards end goals and sales.
• Attains and exceeds monthly sales quotas and traditional activity metrics.
• Prepares and presents professional proposals and service solutions.

Skills

Hunter mentality

B2B sales

Consultative selling

Sales forecasting

Complex solutions selling

Prospecting

Technology sales

Sales methodology (Sandler/Challenger)

Education

Bachelor's Degree

Job description

Responsible for successfully developing and implementing sales strategies within a given geographic and/or vertical market. Leveraging sales and marketing productivity tools, employs multiple prospecting methods to identify and connect with appropriate new logo contacts with a need for CBPS services. Utilizes sales skills, internal resources, and team colleagues to understand client / prospective client needs and to sell relevant solutions.

General Responsibilities:

• Uncovers prospects for business customers primarily through sales and marketing productivity tools, cold/warm calling, networking, social media, email, market research, partner/alliances – all leading to initial meetings that can be converted into pipeline
• Builds, develops, and nurtures customer relationships with contacts at new logos and prospective past clients
• Responsible for qualifying and developing complex, well-defined sales opportunities
• Expected to drive an internal cross-organizational team towards a well-defined end goal and ultimate sale
• Drives new bookings and maintains accountability for set goals and objectives
• Attains and exceeds monthly sales quotas, as well as traditional sales activity metrics
• Prepares and presents professional proposals and service solutions specific to the customer’s needs
• Actively participates in various sales and skills training, both company-provided and self-paced
• Develops sales plans and penetrates new accounts in an assigned territory and/or vertical market
• Works with various internal departments – operations, HR, finance, professional solutions / analysts to ensure high quality solutions and ongoing account management
• Understands the full array of CBPS service offerings and appropriate target accounts for each
• In addition to continually improving sales and leadership skills, become a subject matter expert for select CBPS offerings
• Utilizes Salesforce.com, ZoomInfo, Salesloft, Demandbase, LinkedIn Sales Navigator, or similar sales and marketing technology to sell, track, and log all activity related to the sales cycle
• Accurately forecast and assess probability of closing deals
• Understand general contractual terms and conditions that may increase CBPS risks, and negotiate mutually beneficial outcomes
• Performs other duties as requested by Regional Sales Manager/Director

Qualifications:

• Bachelor’s Degree required
• Extensive Sales background (3+ years)
• Thorough understanding of complex solutions with a technology slant
• Track record of success with a long sales cycle and with a consultative sell
• Proven prospecting success with a high energy level – must be a proven hunter
• Acumen in complex business to business sales
• Knowledge of business services, outsourcing and business transformation a plus
• Willingness to become a subject matter expert in a vertical or horizontal CBPS offerings
• Sales training certification in Sandler, Challenger, FranklinCovey, or similar methodology a plus