U21-203 - Sr. Sales Account Executive - Territory (Imaging)

Job Purpose

The Sr. Sales Account Executive 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 Sr. Sales Account Executive will have a direct impact on the success and growth of Kofax and that is reflected through excellent income potential.

Kofax software enables organizations to Work Like Tomorrow™—today. The Sr. Sales Account Executive will be responsible for selling Kofax’s Imaging portfolio around, PDF and/or OCR technologies that was acquired from Nuance’s Imaging Division.

A successful Sr. Sales Account Executive will have demonstrated experience developing and leveraging a trusted partner network to expand territory reach and account influence, while also ensuring direct access and influence with their strategic accounts. The Sr. Sales Account Executive is expected to continually develop focused territory and account sales strategies to identify & expand opportunities. The Sr. Sales Account Executive will have a demonstrated success with the entire sales cycle from prospecting, qualifying, progression, forecasting and close.

The Sr. Sales Account Executive is responsible for selling solutions that pulls from the entire suite of Kofax Imaging products. The role will be to develop, manage and execute sales plans focused on achieving revenue goals consistently on a quarterly and annual basis through a proven solution selling methodology.

Key Responsibilities

The Sr. Sales Account Executive duties and responsibilities include:

• 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, while creating awareness and demand for our products in both existing customers and prospects
• Effectively manage multiple concurrent sales cycles effectively
• 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 customers .
• Qualify and forecast deals accurately and consistently.
• Develop and execute field marketing activities to drive pipeline growth
• Actively work with internal teams to perform all the necessary steps for effective prospecting and qualification. The Sr. Sales Account Executive is expected to create a pipe no less than 4X of their license quota
• Work very closely with Kofax’s list of partners to jointly engage in prospecting, qualifying, calls or visits according to strategic account mapping plans with the Partners.
• Perform regular housekeeping activities to ensure that the CRM system is always clean and up to date, in accordance to Management’s guidelines

While the job description describes what is anticipated as the requirements of the position, the job requirements are subject to change based upon any changing needs and requirements of the business.

Qualifications

• A minimum of 4-5 years of successful sales experience selling software & service into SMB and Enterprise customers.
• Demonstrated ability to consistently exceed individual quarterly and annual quotas
• Excellent communication and presentation skills
• Demonstrated ability engaging with key personnel within channel partners.
• Ability to consistently close deals through effective negotiations and deal management
• Outstanding organizational and qualification skills to ensure top priorities are consistently being pursued
• Hunter type personality combined with board room presence and presentation skills
• Strong work ethic, with commitment to long term success
• Team oriented
• Entrepreneurial
• BS/BA or equivalent is required, MBA preferred.
• Ability to travel up to 75%

Kofax, Inc. is an Equal Opportunity Employer M/F/Disability/Vets