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.

Core Functions of the Role:

• 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. 

Requirements

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 service sales.
• Demonstrated success selling software, including SaaS or licensed solutions, and project-based scanning, imaging, digitization, managed services, or comparable professional services. 
• Proven record of meeting or exceeding sales targets in enterprise software, document management, records management, ECM, workflow, information management, or a related industry. 
• Ability to own a complex, multi-stakeholder sales cycle involving both a technology decision and a services or project decision. 
• Strong consultative selling, discovery, presentation, demonstration, value-selling, negotiation, and relationship-management skills. 
• Ability to translate technical, operational, and project details into clear business value for technical, operational, procurement, and executive audiences. 
• Experience building pipeline through disciplined prospecting while also expanding relationships within existing accounts. 
• Experience using CRM tools, such as Salesforce or HubSpot, for opportunity management, activity tracking, pipeline management, and forecasting. 
• Strong business acumen and the ability to connect software and service capabilities to measurable operational, compliance, risk, service, and financial outcomes. 
• Ability to develop accurate scopes, commercial assumptions, and pricing inputs while recognizing risks, dependencies, and items requiring technical or operational validation. 
• Excellent written and verbal communication skills, including experience preparing proposals, statements of work, executive presentations, or formal procurement responses. 
• Strong organization, prioritization, judgment, and follow-through, with the ability to manage multiple active pursuits and maintain momentum throughout long or complex sales cycles. 
• Self-motivated, collaborative, and comfortable balancing new-business development with growth of existing accounts. 
• Willingness to travel as needed for client meetings, site assessments, presentations, project discovery, industry events, and other business needs.
• Preferred: Experience selling enterprise content management software, preferably Hyland OnBase, together with scanning, imaging, or digitization projects. 
• Preferred: Existing relationships among records, information governance, legal, IT, operations, or executive leaders. 
• Preferred: Experience selling into corporate, legal, healthcare, education, government, or other regulated environments. 
• Preferred: Experience with public-sector procurement, formal RFP and RFI processes, cooperative contracts, or other complex purchasing environments. 
• Preferred: Familiarity with records retention, information governance, privacy, security, regulatory requirements, and chain-of-custody considerations that influence content management and digitization projects. 
• Preferred: Experience presenting executive-level business cases and implementation approaches for enterprise technology or professional services solutions. 
• Preferred: Bachelor's degree in business, technology, communications, or a related field, or equivalent relevant professional experience. 

Education and/or Experience: Five or more years of experience in B2B software or service sales, including demonstrated success selling software solutions and project-based scanning, imaging, digitization, managed services, or comparable professional services. A bachelor’s degree in business, technology, communications, or a related field is preferred; an equivalent combination of relevant education, training, and professional experience will be considered.

Language Skills: Ability to read, interpret, and communicate technical, operational, contractual, and procurement information. Ability to prepare clear and persuasive proposals, statements of work, business cases, presentations, and professional correspondence. Ability to conduct consultative discovery, deliver product demonstrations and executive-level presentations, negotiate effectively, and communicate complex solutions and business value to technical, operational, procurement, and executive stakeholders.

Mathematical Skills: Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.

Reasoning Ability: Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

Physical Demands: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The employee must frequently lift and/or move up to 10 pounds and occasionally lift and/or move up to 25 pounds. While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear. The employee is occasionally required to climb or balance. The employee is occasionally required to stand, stoop, kneel, or crouch. The employee is frequently required to walk.

Benefits:

• Medical Insurance
• Dental Insurance
• Vision Insurance
• Company-paid Life and Accidental Death & Dismemberment Insurance
• Option to buy Additional Life Insurance coverage for yourself and your dependents
• Short Term Disability Insurance
• Long Term Disability Insurance
• Flexible Spending Accounts (FSA)
• Employee Assistance Program (EAP)
• 401k
• Paid Time Off
• Paid holidays
• ESOP

We are an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status. We are a drug-free workplace. Patterson Pope is a Federal Contractor.