Careers

General Description

The Business Development Manager (BDM) at ImageSource is part of an energetic sales team that drives revenue and delivers process-innovation solutions for our valued customer partners. The BDM focuses on generating transactional sales of ImageSource’s defined solutions, targeting the specific segments for which these products are designed. The BDM achieves success by meeting quarterly and annual quotas through proactive initiative, collaboration, and following a comprehensive ImageSource sales methodology consisting of:

• Prospecting and Demand Generation, including Golden Hour
• Communication and Relationship Building
• Business Case Development
• Solution Demonstration

The successful candidate will create a roadmap for success by building an annual business plan for assigned products. The business plan brings focus and direction by targeting the appropriate vertical industries and accounts within those industries to increase success.

For nearly 30 years, ImageSource has built a culture of excellence and success by welcoming sales professionals who live and breathe our values:

• Honesty and integrity
• Strong work ethic
• Positive attitude and can-do spirit
• Personal commitment and growth mentality
• Collaboration and teamwork

When candidates live these values and behaviors, we know success will follow because everything else needed for success can be learned and absorbed through training and collaboration.

Duties and Responsibilities

The successful BDM will be responsible for selling specific, identified ImageSource solutions and services in the assigned geographic/vertical territory. Some travel may be required at times.

• Business Planning:The BDM will develop and execute a long-term business plan to ensure the identification and qualification of new prospects in the territory.
• Sales Process:The BDM is expected to follow the ImageSource sales process to gain credibility and influence with prospects in ways that build confidence in ImageSource along with the solutions the BDM is selling.
• Business Solutions:The successful BDM has a solid understanding of the roles, titles, and needs of the prospects in their target industry or industries. A successful BDM is able to follow a business process thoroughly, monetize it, and apply the appropriate solution.
• Product Knowledge:The BDM demonstrates an understanding of the products and services that will be offered to ImageSource customer partners within their territory. These solutions will be specific and focused.
• Relationship Building: The BDM emphasizes relationship development and enhancement through superior client service and becomes an advocate for the client as a long-term business partner. Throughout, the BDM maintains credibility and integrity with the client, along with an intimate understanding of the client’s strategic objectives and direction.
• Training Development: The BDM will work collaboratively with the Director of Product Marketing and other members of the executive team to develop and finalize the training materials and program that will be utilized for other BDMs. It is anticipated this will occupy 25% of the BDM’s time for the first 90 days.

Qualifications

• Excellent communication skills, both verbal and written
• Ability to build and maintain relationships with current and potential customer partners
• Strong listening and presentation skills
• Disciplined time management and organization
• Ability to be creative and flexible
• High aptitude and functionality using Microsoft 365 applications
• Effective customer service skills
• Goal-oriented and proactively takes initiative
• Thrives with honest feedback and constructive coaching
• Ability to work independently and as part of a team
• Maintain a positive, professional, and productive attitude
• Proficiency in customer relationship management (CRM) software (Microsoft Dynamics preferred)
• Bachelor’s degree with three years of sales experience preferred

Product/Service Knowledge

• Will demonstrate knowledge of internal tools and processes
• Will demonstrate knowledge and understanding of our ILINX platform and its functionality
• Will demonstrate knowledge of competitive products and past partnerships
• Will demonstrate knowledge of corporate vision and current strategic and tactical objectives

Required Reporting/Attendance

• Yearly business planning
• Quarterly territory reviews
• Weekly forecast calls
• Weekly grading
• CRM updated daily
• Training as required

Professionalism

Demonstrates consistently high standards of character and belief in a core set of values. Understands the importance of ethics, honesty, trust, confidentiality, and concern for others in all activities. Excels at verbal and written communication skills.

 

General Description 

An ImageSource Enterprise Account Executive will meet quota by building an account base that targets a specific territory and key accounts within that territory. Sales success will be met by following a rigorous sales methodology consisting of:

• Strategic Sales Planning
• Demand Generation
• Communication
• Business Case Development
• Negotiation

The successful candidate will build an annual business plan which brings focus and direction to their effort by targeting the appropriate vertical industries and accounts within those industries to increase success.

ImageSource hires sales candidates that adhere to five basic behaviors:

• Honesty / Integrity
• Work Ethic
• Positive Attitude
• Commitment / Desire to Learn
• Team Collaboration and Strategy

When we find the right candidate that exhibits these behaviors, we believe success will follow because everything else needed for success can be learned and absorbed through training and collaboration.

Duties and Responsibilities

The successful candidate will be responsible for selling ImageSource software products and professional services in the assigned geographic/vertical territory. The sales cycle will require the collaborative effort of Business Analysts, Program Managers, System Engineers and Developers to define business requirements, demonstrate ImageSource selected software solutions, prepare solution proposals and advance deals to completion and successful reference-ability.

• Business Planning: The individual will develop and execute a long-term business plan to ensure the identification and qualification of new prospects in the territory. Additional responsibilities include the management of existing customer base to ensure customer growth, strong relationship, and general satisfaction.
• Sales Process: Adherence to a rigorous sales process along with disruptive and social selling is encouraged at ImageSource. The successful candidate will demonstrate/grow into the appropriate sales aptitude to bring to market and influencing their prospects and/or current customers in ways that build confidence in ImageSource along with our products and services.
• Business Solutions: Understands business applications and demonstrates a solid understanding of both high level and detailed business applications. As new applications are developed, the successful candidate applies principles to prospects organizations. A successful candidate is able to follow a business process thoroughly, monetize it, and apply the appropriate technology to create the best solution.
• Product Knowledge: Demonstrates an understanding of the products and services that ImageSource offers to our customer partners. Candidate must also have a commitment to education and learning. The expectation is that the candidate will take that knowledge and be able to impart it to our customer partners.
• Relationship Building: Relationship Development and Enhancement through customer service and a keen emphasis on the individual client as a long-term business partner. Establishes and maintains credibility with the client, along with an intimate understanding of the client’s strategic direction.

Qualifications

• Excellent communication skills, both verbal and written
• Strong listening and presentation skills
• Highly skilled to multi-task, prioritize and manage time effectively
• Ability to be creative and flexible
• Excellent knowledge of MS Office on PC platform
• Effective customer service skills
• Goal oriented
• Must be able to take directions and constructive criticism
• Maintain a positive, professional and productive attitude
• Bachelor’s degree, three years of sales experience or a strong work ethic with a desire to learn

Product/Service Knowledge

• Will demonstrate knowledge of internal tools and processes.
• Will demonstrate knowledge and understanding of our ILINX branded tools and each tools functionality.
• Will demonstrate knowledge of competitive products, past partnerships.
• Will demonstrate knowledge of corporate vision and current strategic and tactical objective

Required Reporting/Attendance

• Yearly business planning
• Quarterly territory reviews
• Weekly forecast calls
• Weekly grading
• CRM updated daily
• Training as required

Professionalism

Demonstrates consistently high standards of character and belief in a core set of values. Understands the importance of ethics, honesty, trust, confidentiality and a concern for others in all activities. Excels at verbal and written communication skills.