Account Executive, Digital Solutions

Description

Patterson Pope is seeking an experienced Account Executive, Digital Solutions to join our P2 Digital Team. This consultative sales role is responsible for helping clients modernize how they capture, manage, access, and govern information. The Account Executive will own the full sales cycle for a portfolio that combines enterprise content management software, including Hyland OnBase, with document imaging, scanning, and large-scale digitization services. Success requires the ability to uncover operational challenges, build practical solutions, and clearly communicate Patterson Pope's value to business, technical, and executive stakeholders.

Requirements

? Manage the end-to-end sales cycle — prospecting, discovery, proposal, negotiation, and close — for both software licensing/subscription deals and scanning or digitization projects.

? Build and manage a pipeline across new accounts, identifying opportunities to cross-sell software solutions into scanning engagements and vice versa.

? Partner with operations and project management teams to accurately scope scanning/imaging projects, including volume assessments, timelines, and pricing.

? Deliver product demonstrations and solution presentations tailored to digital transformation needs.

? Develop and maintain relationships with key decision-makers (legal, records, IT, and operations leaders) at target accounts.

? Collaborate with marketing and business development to convert leads and build a repeatable outbound motion.

? Prepare accurate proposals, statements of work, and pricing that reflect both software and services components of a deal.

? Maintain accurate pipeline and forecast data in the CRM and report on sales activity and results.

? Stay current on industry trends in document scanning, digitization, records management, and enterprise content management software.

? Coordinate with solution consultants, technical resources, operations, and project management to develop complete solutions that are operationally achievable and aligned with client requirements.

? Respond to requests for proposals, requests for information, and other formal procurement opportunities; coordinate internal contributors and ensure responses are accurate, compelling, and submitted on time.

? Develop business cases and present recommended solutions, implementation approaches, pricing, and expected value to both executive and operational audiences.

? Negotiate commercial terms in partnership with leadership and ensure all proposed commitments, assumptions, and exclusions are clearly documented before contract execution.

? Provide a thorough handoff of closed business to implementation and operations teams, including scope, pricing assumptions, client expectations, timelines, risks, and key stakeholders.

? Maintain ongoing relationships after the sale to support client satisfaction, renewals, account growth, and the identification of additional digital transformation opportunities.

? Demonstrated success selling both software (SaaS or licensed solutions) and project-based scanning, imaging, or digitization services.

? Track record of meeting or exceeding sales quotas, ideally within records management, document management, ECM, or a related industry.

? Ability to manage complex, multi-stakeholder sales cycles involving both a technology decision and a services/project decision.

? Strong consultative selling and presentation skills, with comfort discussing both software capabilities and project logistics (volume, timelines, workflow).

? Experience with CRM tools (e.g., Salesforce, HubSpot) for pipeline and forecast management.

? Excellent written and verbal communication skills, with the ability to translate technical and operational detail for a range of audiences.

? Self-motivated, organized, and comfortable balancing both hunting for new business and growing existing accounts.

? Strong business acumen and the ability to connect software and service capabilities to measurable operational, compliance, and financial outcomes.

? Ability to develop accurate scopes and pricing assumptions while recognizing project risks, dependencies, and items requiring technical or operational validation.

? Demonstrated ability to prioritize opportunities, manage multiple active pursuits, and maintain disciplined follow-up throughout long or complex sales cycles.

? Willingness to travel as needed for client meetings, site assessments, presentations, industry events, and project-related discovery.

? Experience selling enterprise content management (ECM) software, preferably Hyland OnBase, together with scanning, imaging, or digitization projects.

? Existing network of contacts among records, information governance, or operations leaders.

? Experience selling into legal, corporate, healthcare, or government sectors.

? Experience with public-sector procurement, formal RFP processes, cooperative contracts, or other complex purchasing environments.

? Familiarity with records retention, information governance, privacy, security, and regulatory considerations that influence content management and digitization projects.

? Bachelor's degree in business, technology, communications, or a related field, or equivalent relevant professional experience.