Enterprise Account Executive

AIIM; Toronto; Hybrid; CAD 90,000 - 150,000; Full time

Job summary

AIIM, a leader in enterprise client communications solutions, seeks an experienced Enterprise Account Executive to build and grow a book of business across Canada from our Toronto office on a hybrid basis. You will own the full sales cycle, expanding relationships, identifying opportunities and partnering with clients to implement AIIM’s print, data and digital solutions.

You will engage senior-level stakeholders, develop proposals, and drive cross-sell opportunities to create a growing

Qualifications

• Five+ years of enterprise or mid-market sales experience.
• Track record of winning net-new business and growing strategic accounts.
• Ability to manage complex sales cycles with multiple stakeholders.
• Strong discovery and solution development skills.
• Disciplined CRM usage, pipeline management and forecasting.

Responsibilities

• Build a strategic prospecting plan for mid-market and enterprise accounts.
• Develop your pipeline through outbound prospecting, networking and referrals.
• Identify organizations with complex print, data, and communications needs.
• Engage decision-makers across marketing, operations, finance, and leadership.
• Lead discovery conversations to understand challenges and opportunities.
• Develop proposals that combine multiple AIIM capabilities.
• Manage proposals, RFPs, negotiations and contracts through to close.
• Expand accounts with cross-selling and new opportunities.
• Maintain a disciplined pipeline and accurate CRM activity.
• Collaborate with internal specialists across data, digital print and fulfillment.

Skills

Enterprise sales

Full-cycle sales

Prospecting

CRM & forecasting

Stakeholder management

Job 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.

AIIM helps organizations manage complex customer communications across print, data and digital channels.

We specialize in digital printing, variable data printing and personalized customer communications, supported by data processing, workflow automation, direct mail, transactional communications, large-format printing, fulfillment and digital delivery.

Our clients work with AIIM when they need more than a traditional commercial printer. They need a partner capable of securely managing data, personalizing communications, producing high-volume and high-quality output, managing complex workflows and delivering communications to customers across multiple channels.

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.

Why AIIM

AIIM gives experienced sales professionals a significant range of capabilities to bring to their clients.

From our approximately 103,000-square-foot Toronto production facility, AIIM delivers digital printing, variable data printing, transactional communications, direct mail, large-format printing, data services, digital communications, fulfillment and customer communication solutions through one organization.

Our sales team is supported by specialists across data, technology, estimating, production, large format, fulfillment, operations and client experience.

That allows you to focus on what matters most: finding opportunities, solving client problems, winning new business and building a valuable book of accounts.

AIIM is committed to an inclusive and accessible recruitment process. Accommodation is available upon request throughout the recruitment and selection process.