Corporate Key & Emerging Accounts Sales Manager

Corporate Key & Emerging Accounts Sales Manager - Hybrid

As a Corporate Key and Emerging Accounts Sales Manager, you will lead a Western Canada sales team focused 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.

• 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 maximise 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.
• Establishing and tracking team KPIs (quota attainment, new accounts acquired, pipeline coverage, win rate, average deal size, time‑to‑first‑revenue) and running 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.
• Promoting customer success and ensuring smooth handoffs to delivery and operations to support onboarding, SLA adherence, and account expansion.
• Monitoring market and competitor activity; providing field feedback to Product, Marketing, and Enablement to refine offers, packaging, pricing, and sales messaging for Corporate Key Accounts.

• Minimum of 5 years’ experience in B2B sales, with a focus on small to midsize accounts.
• Refined project‑management skills required to implement budget strategies through a team of sales representatives.
• Strong time‑management/multip‑tasking skills needed to balance the requests and needs of staff, management and customers.
• Strong analytical skills 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 Sales Force, S21DS
  , Sales Logs and Core Billing Packages.
• Intermediate use of DSD product line to demonstrate to customers.
• Basic computer/technical skills required to review and manipulate data in Google Sheets/Excel, and create presentations in Google Slides/PowerPoint.

• We offer a hybrid work schedule: you will be in the office Mondays, Wednesdays, and…