Corporate Key & Emerging Accounts Sales Manager - Hybrid

As a Corporate Key and Emerging Accounts Sales Manager, you will be responsible for leading a Western Canada's sales team. The team will focus on acquiring and growing mid-market and enterprise corporate accounts; prospecting and pipeline generation; engaging C-level and senior stakeholders to diagnose IT and office workflow needs; and positioning integrated solutions spanning hardware, software, managed print, and managed IT services.

Key Responsibilities

• Managing an Emerging & Key Accounts sales team to achieve new-customer acquisition and revenue targets for Office Equipment, Software, and Managed IT Services in Western Canada.

• Driving proactive prospecting and pipeline generation among medium- to enterprise-sized customers within Canon’s named-account portfolio and target mid-market accounts while identifying net-new opportunities.

• Coaching, mentoring, and developing sales representatives; completing Performance Development Plans; and cascading KRAs and performance objectives that align with Direct Sales Division goals and strategies.

• Engaging C-level and senior stakeholders to diagnose IT, office workflow, and document management needs, business drivers, risks, and strategic objectives that inform integrated solution recommendations.

• Guiding the team to develop tailored value propositions and proposals that combine hardware, software, managed print, and managed IT services to address client pain points; reviewing and approving presentations, RFP responses, and commercial proposals that clearly highlight Canon’s capabilities and differentiation.

• Coordinating with the broader sales organization to maximize outreach, cross-sell and up-sell opportunities, and leverage existing client relationships for multi-solution deals.

• Liaising with management, solutions architects, professional services, and Channel partners to design feasible, scalable technical and service solutions, support onsite assessments, and validate delivery readiness.

• Owning CRM discipline: ensuring the team maintains accurate, timely sales records, forecasts, and opportunity hygiene in CRM systems and reporting tools.

• Establish and track team KPIs (quota attainment, new accounts acquired, pipeline coverage, win rate, average deal size, time-to-first-revenue) and run regular pipeline and pursuit reviews to drive predictable revenue performance.

• Leading deal governance: managing pricing approvals, contract review input, and risk escalation to Legal and Finance as needed.

• Promote customer success and ensure smooth handoffs to delivery and operations to support onboarding, SLA adherence, and account expansion.

• Monitoring market and competitor activity; provide field feedback to Product, Marketing, and Enablement to refine offers, packaging, pricing, and sales messaging for Corporate Key Accounts

To Succeed, You Will Need:

• Minimum of 5 years’ experience in B2B sales, with a focus on small to midsize accounts
• Refined project management skills are required to implement budget strategies through a team of sales representatives
• Strong Time Management/Multitasking skills are required to balance the requests and needs of staff, management and customers
• Strong Analytical skills are required to review customer requirements in order to conduct pricing proposals and use information provided by sales operations and finance to increase sales
• Strong knowledge of and use of SalesForce, S21DS, Sales Logs and Core Billing Packages
• Intermediate use of DSD product line to demonstrate to customers
• Basic Computer/Technical skills are required to review and manipulate data in Google Sheet/Excel, and create presentations in Google Slides/PowerPoint

HYBRID WORK

• We offer a Hybrid work schedule. You will be in the office Mondays, Wednesdays, and Thursdays each week, and can work from home for the remainder of the week (subject to specific business needs requiring office attendance)
• When working from home, a reliable internet connection is required. Remote work is supported with cloud-based applications and collaboration tools

BENEFITS

• Comprehensive health coverage plan that includes medical, dental and vision
• Life insurance, disability and wellness programs
• Vacation, Paid Personal Time and Sick days
• Matching RRSP contribution & Profit-Sharing Program
• Tuition Assistance Program for professional continuing education
• Discounts on Canon products, retailers, memberships and more!

EMPLOYEE PERKS

• Free coffee and snacks
• Employee referral program
• Inspire Program, online peer-to-peer recognition for redeemable points on hundreds of products
• Community involvement
• Employee Appreciation Events

• A (1) current vacancy exists.
• Canon Canada Inc. is committed to transparent and fair compensation and job postings. Our compensation policies and practices have been designed to allow colleagues to progress through the salary range over time as they progress in their role. The base pay actually offered may vary based upon the candidate's skills and experience, job-related knowledge, geographic location, and other specific business and organizational needs.
• On Target Earnings (OTE) $190,000-$207,000 annually (uncapped commission). Actual OTE is inclusive of base salary and incentive compensation, will depend on factors such as skills, qualifications, experience, and work location.

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