E21-259 - Sr. Sales Account Executive

The responsibilities include account and territory planning, prospecting, qualifying, selling and closing new business into large prospects and into large installed accounts within their defined geographic territory. The role will have a direct impact on the success and growth of Kofax and is reflected through excellent income potential.

Kofax software enables organizations to Work Like Tomorrow™—today. The responsibilities involve selling Kofax’s Imaging portfolio around print, capture, PDF and/or OCR technologies that was acquired from Nuance’s Imaging Division and is being integrated into the Intelligent Automation platform. The Intelligent Automation software platform helps organizations transform information-intensive business processes, reduce manual work and errors, minimise costs, and improve customer engagement.

A successful candidate will have demonstrated experience developing and leveraging a trusted partner network to expand territory reach and account influence, while ensuring direct access and influence with their strategic accounts. The candidate is expected to continually develop focused territory and account sales strategies to identify and expand opportunities.

Key duties and responsibilities include:

• Identify, qualify, orchestrate and close new business within the assigned territory leveraging compelling return on investment that the Kofax solution provides.
• Development of new accounts and expansion of existing accounts within the distribution or retail sales channel.
• Work closely with our Lead Generation Team, Inside Sales Team, and Sales Engineer resources to create and manage a strong pipeline of new business.
• Effectively manage multiple concurrent sales cycles.
• Understand and articulate the value of the Kofax Imaging solutions to VP and C-level audiences which align to the prospects' strategic objectives.
• Establish and maintain strong and referenceable relationships with our existing partners and end users.
• Qualify and forecast deals accurately and consistently.
• Develop and execute field marketing activities to drive pipeline growth.
• Grow and maintain a deep and wide set of contacts across all lines of business within each target account.
• Work closely with Kofax’s list of partners to jointly engage in prospecting, qualifying, calls or visits according to strategic account mapping plans.
• Perform regular housekeeping activities to ensure that the CRM system is always clean and up to date.

Requirements include:

• A minimum of 7-10 years of successful sales experience selling enterprise software and service solutions to high-level executives within Global 2000 accounts, preferably in Financial Services or Insurance.
• Demonstrated ability to consistently exceed individual quarterly and annual quotas.
• Proven success positioning and selling solutions that align with customers' strategic objectives.
• Experience leading 3rd party sales teams to sell your product.
• Successful selling experience with RPA, cognitive capture, process orchestration, mobility and engagement, and analytics technologies strongly preferred.
• Excellent communication and presentation skills.
• Strong intellectual skills, a high level of enthusiasm, strong integrity and excitement about providing great solutions to world-class customers.
• Ability to consistently close deals through effective negotiations and deal management.
• Outstanding organizational and qualification skills to ensure top priorities are consistently being pursued.
• Strategic sales training, solution selling and/or process-oriented sales approach.
• Hunter type personality combined with board room presence and presentation skills.
• Strong work ethic, with commitment to long term success.
• Team oriented.
• BS/BA or equivalent is required, MBA preferred.
• Ability to travel up to 75%.

Kofax, Inc. is an Equal Opportunity Employer M/F/D/V.