Account Executive

Canon Business Process Services, Inc.; Boston (MA); On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Medical/Dental/Vision

401K with company match

Employee discounts on Canon products

World-Class training

Career development programs

Job summary

Canon Business Process Services, Inc. is seeking an experienced sales professional to develop and implement strategies across targeted geographic markets.

The role focuses on acquiring new logos, nurturing client relationships, and driving bookings through consultative, value-based selling. The ideal candidate has 7+ years of sales experience, a Bachelor’s degree, and proficiency with CRM and marketing tools.

Qualifications

• Bachelor’s Degree required.
• 7+ years extensive sales background.
• Proven prospecting success with a high energy level (hunter).
• Strong consultative selling skills in complex business-to-business sales.
• Knowledge of business services, outsourcing and business transformation.
• Excellent presentation and communication skills.

Responsibilities

• Identify and cultivate new logos and cross-sell opportunities.
• Develop and present professional proposals and service solutions.
• Collaborate with operations, HR, finance, and analytics to ensure high-quality solutions.
• Forecast and track sales activity using Salesforce and related tools.
• Meet or exceed monthly sales quotas and activity metrics.

Skills

Hunter mentality

B2B sales

Relationship management

Presentations

Interpersonal skills

Strategic thinking

Team collaboration

Sales cycle management

Education

Bachelor’s Degree

Tools

Salesforce

ZoomInfo

Salesloft

Demandbase

Sales Navigator

MS Word & Excel

PowerPoint

Job description

Overview

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 and additional client 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.

Responsibilities

• Uncovers prospects for business customers primarily through sales and marketing productivity tools, cold/warm calling, external networking, client networking, social media, email, market research, partner/alliances – all leading to meetings that can be converted into pipeline
• Builds, develops, and nurtures relationships with contacts at new logos, partners, clients, and past clients
• Responsible for qualifying and developing complex, well-defined sales opportunities at new logos and cross-sell opportunities at assigned client accounts
• Expected to drive an internal cross-organizational team towards a well-defined end goal and ultimate sale
• Drives new bookings and incremental revenue, 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 a 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, becomes a subject matter expert for select CBPS offerings
• Utilizes Salesforce.com, ZoomInfo, Salesloft, LinkedIn Sales Navigator, and other sales and marketing technology to drive, track, and log all activity related to the sales cycle
• At the discretion of sales and operations management, support complex add-on and renewals
• 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

PHYSICAL DEMANDS

• Travel within, and sometimes outside of, geographic region is required
• Mental qualifications include ability to address client needs and sell solutions efficiently and effectively
• Psychological stamina to maintain a reasonable sense of urgency and meet expected deadlines

Qualifications

• Bachelor’s Degree required
• Extensive Sales background (7+ 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
• High level acumen in complex business to business sales
• Knowledge of business services, outsourcing and business transformationRelevant subject matter expertise in a vertical or horizontal market a plus
• Proficient in Microsoft Word & Excel
• Proficient in PowerPoint or other presentation software
• User knowledge in Salesforce, ZoomInfo, Salesloft, Demandbase, Sales Navigator, and/or similar sales and marketing tools
• Superior customer service skills, professional attitude and appearance
• Excellent relationship management and credibility building skills
• Strategic/creative thinker and results-oriented salesperson
• Excellent presentation skills
• Excellent interpersonal skills
• Excellent written and oral communication skills
• Strong team approach to business
• Passionate, dedicated, willing to work long hours

What We Offer

An opportunity to join an established team and be part of a successful and proven global organization!

A competitive compensation program!

Large Company Benefits: Medical/Dental/Vision/401K with a competitive company match!

Employee discounts on Canon products & vendor discount programs for employees!

World-Class Training & Career Development Programs!