Enterprise Account Executive

Description

Description

AIIM is hiring an experienced Enterprise Account Executive to build and grow a book of business with mid-market and enterprise organizations across Canada.

This is a growth-focused sales role for a proven professional who can identify opportunities, open new accounts, develop senior-level relationships and turn initial projects into long-term client partnerships.

You will own the complete sales cycle from prospecting and discovery through proposal, negotiation and signed contract. Once an account is won, you will continue to develop the relationship, identify additional opportunities and grow the account across AIIM's full range of customer communication and print solutions.

The opportunity

Enterprise Account Executives have the opportunity to develop relationships across multiple departments and expand accounts as new needs are identified.

Solutions you will be able to sell

• Digital printing: High-quality, high-volume digital production supporting personalized, versioned and short-to-medium-run communications.
• Variable data printing: Highly personalized communications using customer data, business rules, dynamic content, imagery and messaging.
• Customer communications: End-to-end production of statements, notices, policy documents, member communications, customer letters and other critical communications.
• Transactional print and mail: Secure production and distribution of customer communications requiring accuracy, regulatory compliance and dependable service levels.
• Direct-mail marketing: Data preparation, segmentation, personalization, printing, postal preparation and mailing for acquisition, retention, loyalty and customer engagement.
• Integrated communications: Coordinated print, email, SMS and digital communications delivered through planned or triggered customer journeys.
• Large-format printing: Signage, graphics, displays, banners, environmental graphics and other large-format applications.
• Digital storefronts, print-on-demand and marketing-on-demand: Controlled online ordering environments that allow organizations, locations, branches, agents or authorized users to order, personalize and produce approved materials when required while maintaining brand consistency and reducing inventory.
• Kitting and fulfillment: Assembly, inventory management, distribution and fulfillment of customer, marketing and operational materials.
• Data and workflow services: Data processing, document composition, automation, file management and production workflows supporting complex communication programs.

What you will own

• Build and execute a strategic prospecting plan focused on mid-market and enterprise organizations.
• Develop your own pipeline through outbound prospecting, networking, referrals, industry relationships and strategic account development.
• Identify organizations with complex print, data, communication, fulfillment and digital requirements.
• Engage decision-makers across marketing, customer communications, operations, procurement, finance, technology and executive leadership.
• Lead discovery conversations to understand business challenges, communication workflows, production requirements and opportunities for improvement.
• Develop proposals and solutions that combine multiple AIIM capabilities where appropriate.
• Manage presentations, proposals, RFPs, pilot programs, negotiations and contracting through to signed agreements.
• Build strong relationships after the initial sale and continue expanding each account through cross-selling and new opportunities.
• Maintain an active and disciplined pipeline, accurate CRM activity and reliable forecasts in HubSpot.
• Work closely with AIIM specialists across data, digital print, large format, estimating, production, fulfillment, technology and client experience.

What success looks like

During your first 90 days, you will develop a strong understanding of AIIM's capabilities, establish a prioritized prospecting strategy and begin creating qualified enterprise opportunities.

Success means consistently creating new opportunities, winning new clients and developing those relationships into a growing portfolio of recurring business.

Long-term success means building a valuable book of business, developing strong client relationships and continuously identifying opportunities to expand those relationships across AIIM's services.

What you bring

• At least five years of successful business development, enterprise sales or full-cycle account executive experience.
• A demonstrated track record of winning net-new business and developing enterprise or mid-market accounts.
• Experience managing complex sales involving multiple stakeholders and longer sales cycles.
• Strong prospecting skills and the ability to independently create new opportunities.
• The ability to conduct effective discovery and translate business requirements into commercially sound solutions.
• Experience developing proposals, responding to RFPs and negotiating commercial agreements.
• Strong presentation, communication and relationship-development skills.
• A disciplined approach to CRM, pipeline management and forecasting.
• The ability to build relationships at both operational and executive levels.
• The ability to work from AIIM's Toronto office on a hybrid basis while managing opportunities across Canada.

Experience selling digital print, variable data printing, customer communications, direct mail, transactional communications, data services, large-format printing, fulfillment or integrated communication solutions is strongly preferred.

Compensation and earning opportunity

In addition to base salary, the position offers uncapped commission under AIIM's sales compensation plan.

There is no ceiling on commission earnings, giving successful Account Executives the opportunity to increase their income as they build and grow their book of business.