Digital Solutions Account Executive

Description

Patterson Pope is seeking an experienced Digital Solutions Account Executive to join our P2 Digital Team within the software department. This consultative sales role helps clients modernize how they capture, manage, access, protect, and govern information. The Account Executive owns the full sales cycle for an integrated portfolio that combines enterprise content management software, including Hyland OnBase, with document imaging, scanning, and large-scale digitization services.

Compensation for this position is structured as a draw plus commission.

Success in this role requires the ability to create demand, uncover operational and information-management challenges, develop practical and financially sound solutions, and communicate Patterson Pope's value to business, technical, operational, procurement, and executive stakeholders. The role also requires close coordination with internal technical and delivery teams so that proposed solutions are accurate, achievable, and positioned for a successful implementation.

• Manage the full sales cycle from prospecting and qualification through discovery, solution development, proposal, negotiation, contract execution, and close for software and project-based services.
• Develop and manage a healthy pipeline across new and existing accounts, using outbound prospecting, referrals, networking, partner relationships, marketing campaigns, and industry events to generate opportunities.
• Lead consultative discovery sessions with records, information governance, legal, IT, operations, procurement, finance, and executive stakeholders to identify business challenges, technical requirements, compliance considerations, and desired outcomes.
• Sell an integrated portfolio that includes enterprise content management software, including Hyland OnBase, document imaging, scanning, and large-scale digitization services.
• Identify cross-sell and expansion opportunities by introducing software solutions into scanning engagements and digitization or related services into software accounts.
• Partner with operations and project management to scope scanning and imaging projects, including document volumes, formats, preparation needs, indexing requirements, site conditions, security expectations, timelines, dependencies, and pricing assumptions.
• Deliver product demonstrations, solution presentations, and executive-level business cases that connect recommended solutions to measurable operational, compliance, service, risk, and financial outcomes.
• Coordinate solution consultants, technical resources, operations, project management, leadership, and other internal contributors to develop complete solutions that are operationally achievable and aligned with client requirements.
• Prepare accurate proposals, statements of work, implementation approaches, pricing, assumptions, exclusions, and supporting materials for both software and services components of a deal.
• Lead responses to requests for proposals, requests for information, cooperative-contract opportunities, and other formal procurement processes; coordinate contributors and ensure submissions are accurate, compelling, and timely.
• Navigate procurement and negotiate commercial terms in partnership with leadership, ensuring commitments, dependencies, risks, assumptions, and exclusions are clearly documented before contract execution.
• Maintain accurate opportunity, activity, next-step, pipeline, and forecast information in the CRM; communicate progress, risks, and close plans to leadership.
• Provide a thorough handoff of closed business to implementation, project management, and operations teams, including scope, pricing assumptions, client expectations, timelines, risks, dependencies, and key stakeholders.
• Maintain strategic relationships after the sale to support client satisfaction, renewals, account growth, and identification of additional digital transformation opportunities.
• Stay current on trends and developments in document scanning, digitization, records management, enterprise content management, information governance, privacy, security, and related technologies.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• 5+ Years of experience in B2B software or…