Account Executive-Digital Transformation

Overview

Canon Business Process Services is seeking a high performing, quota carrying Account Executive-Digital Transformation to drive new business growth across mid market and enterprise accounts.This hybrid hunter and closer role owns the full sales cycle from strategic prospecting through contract execution for digital transformation solutions such as Digital Mail, document AI, process automation, analytics platforms, and enterprise workflow modernization. The ideal candidate is proactive in generating pipeline and disciplined in advancing complex opportunities through discovery, solution design collaboration, executive alignment, proposal development, negotiation, and close. This role requires the ability to engage CIOs, COOs, CFOs, and operational leaders, navigate multi stakeholder buying committees, and position Canon Business Process Services as a strategic transformation partner.

Responsibilities

• Execute high volume outbound prospecting including cold calling, personalized email sequences, LinkedIn outreach, and social selling to generate new business opportunities in target accounts focused on digital transformation such as digital mail, digitization, process automation, AI adoption, and data analytics platforms.
• Maintain accurate pipeline and activity reporting in Salesforce. Achieve and exceed monthly and quarterly metrics for pipeline generation, opportunity advancement, and revenue quota attainment.
• Qualify inbound leads from marketing campaigns, events, webinars, and website inquiries using BANT or similar frameworks and
• convert qualified opportunities into active sales pursuits.
• Conduct discovery conversations to uncover business pain points, strategic priorities, legacy system challenges, digital maturity
• gaps, and buying committee dynamics.
• Effectively articulate the value of our digital transformation solutions such as Digital Mail and position them against competitors throughout the sales cycle.
• Research target accounts, build personalized outreach strategies, and maintain accurate records of all activities, opportunity stages, and forecasting updates in Salesforce.
• Stay informed on industry trends, digital transformation best practices, emerging technologies including AI and low code platforms,and competitor offerings to strengthen solution positioning.
• Contribute to continuous improvement of outreach messaging, playbooks, targeting strategies, and sales methodologies.
• Collaborate with marketing, product, and sales leadership to refine messaging, qualification standards, and go to market strategy.
• Proactively identify, engage, and develop prospective clients through strategic outbound outreach via phone, email, LinkedIn, andexecutive networking channels.
• Develop and nurture relationships with executive level contacts including CIOs, COOs, CFOs, Supply Chain VPs, and Heads of
• Operations and advance opportunities through multi stakeholder buying processes.
• Collaborate with marketing to execute targeted campaigns that drive awareness, first meetings, and qualified pipeline aligned torevenue goals.
• Research and understand each prospect’s business model, operational priorities, and financial drivers to personalize outreach and deliver value driven, outcome focused messaging.
• Lead solution alignment discussions in partnership with Solutions Consultants and operations teams to design proposals that address client needs. § Own proposal development, pricing discussions, commercial negotiations, and contract execution through close.
• Manage full sales cycle progression from initial engagement through closed won business, ensuring accurate forecasting and disciplined opportunity management.
• Drive expansion opportunities within existing accounts through cross sell and upsell of digital transformation solutions.

PHYSICAL DEMANDS/WORKING CONDITIONS

• Varied schedules with the ability to work beyond regular schedule hours
• Some travel will be required (20% travel)

Qualifications

• Bachelor’s Degree or equivalent experience
• 5+ years of business development or inside sales experience, preferably in B2B enterprise or complex solution selling environments.
• Proven success engaging C-suite executives and multi-stakeholder buying groups.
• Experience supporting long sales cycles with strategic persistence and intelligent follow-up.
• Excellent communication and storytelling skills — able to articulate value clearly and credibly.
• Proficiency with CRM systems (Salesforce preferred), Five 9, and LinkedIn Sales Navigator.
• Self-starter with a growth mindset, disciplined work ethic, and passion for driving business success.
• Experience within a business-to-business service-based organization
• Eff