Account Executive-Digital Transformation

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.

• 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)

• 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
• Effective execution of prospecting techniques and methodologies
• Strong interest in digital transformation, enterprise software, or IT consulting — prior exposure to selling cloud, ERP, CRM, automation, or analytics solutions is a plus.
• Proficient in Microsoft Office, LinkedIn and CRM (e.g., Salesforce.com)
• Behave Ethically: Understand ethical behavior and business practices and ensure that own behavior and the behavior of others is consistent with these standards and aligns with the values of the organization.
• Communicate Effectively: Speak, listen and write in a clear, thorough and timely manner using appropriate and effective communication tools and techniques.
• Creativity/Innovation: Develop new and unique ways to improve operations of the organization and to create new opportunities.
• Foster Teamwork: Work cooperatively and effectively with others to set goals, resolve problems, and make decisions that enhance organizational effectiveness.
• Make Decisions: Assess situations to determine their importance, urgency and risk, and make clear decisions that are timely and in the best interests of the organization.
• Organize: Set priorities, develop a work schedule, monitor progress towards goals, and track details/data/information/activities.
• Plan: Determine strategies to move the organization forward, set goals, create and implement action plans and evaluate processes and results.
• Solve Problems: Assess problem situations to identify causes, gather and process relevant information, generate possible solutions, and make recommendations and/or resolvethe problem.
• Excellent relationship management skills.
• Understanding of common digital transformation challenges (legacy modernization, siloed data, customer experience gaps, operational inefficiencies).
• Experience using sales intelligence tools (ZoomInfo, LinkedIn, Apollo, Clearbit).
• Familiarity with consultative selling and value-based messaging.