E22-008_Sales Engineer, Sr.

The Senior Sales Engineer is a senior pre-sales role which operates in a designated geographic area providing technical support to the Kofax Sales team. The MFDP business is a channel sales model comprising of MFD manufacturers, value added distributors and resellers. The Senior Sales Engineer will interact at all levels in the channel structure providing expert knowledge to Kofax partners with advanced pre-sales support on the Kofax MFDP product portfolio.

The Senior Sales Engineer is responsible for:

• Assisting the Kofax Sales team in providing commercial justification and ROI scenarios, tailored to the customers strategy and future state
• Assisting Kofax channel partners with selling Kofax MFDP solutions through advanced pre-sales support to their in-house teams
• Conducting customer demonstrations, demo lab installs and product trials and track the successful progression
• Attending partner events and tradeshows to support Kofax and our partners
• Delivering technical workshops and advanced product deployment trainings
• Supporting Proof of Concepts (PoC) and pilot design and delivery
• Preparing standard and custom demonstrations for Kofax Sales Account Executives and resellers
• The handling of all pre-sale’s technical issues professionally and efficiently
• Maintaining in-depth knowledge of Kofax products
• Understanding the Kofax role in supporting business processes
• Responding to technical questions in RFI/P/Qs
• Sharing “Best Practices” with other Sales Engineers
• Providing feedback to Product Development regarding new features, improving product performance, and eliminating bugs in the product
• Preparing Kofax Professional Services for efficient implementations by professionally managing the transition from pre-sales to post-sales
• Preparing Kofax partners on the technical aspects of selling Kofax products
• Serving as a point of contact for resellers on technical issues
• Responding to resellers requests for pre-sale technical support

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.

The qualified applicant must demonstrate knowledge of the roles, responsibilities, processes, tools and techniques used by pre-sales technical support and sales departments, and have excellent people skills, communication and negotiation skills along with the ability to perform professional presentations, and extensive, up-to-date technical knowledge in document management and digital processing.

Qualifications include:

• 5+ years’ experience supporting a solution sales team in the pre-sales technical role
• Bachelor’s degree in information systems, computer science, information technology or a related discipline, or equivalent years of experience.
• Professional presentation experience, including presenting to large audiences
• Business analysis at both the IT and LOB level
• Experience working with various partners/channel organization
• Experience in the MFDP industry
• Experience in selling software to enterprise-level customers
• Experience in business process management, image capture is ideal
• Can give examples of becoming their customer’s trusted advisor
• Has specific industry experience, such as in Banking, Insurance, Government or Healthcare
• Able to travel up to 50%
• Able to lift and carry at least 50 pounds

Performance is measured by the revenue produced in Kofax software sales, professional services, and other measurable performance such as: demonstrations, overall sales support, communications, team building, and technical leadership. Measurable performance also includes the individual’s willingness to:

• Seek and successfully completes special assignments that enable continued development of their technical and/or other job-related skills and abilities
• Regularly go out of their way to assist others in the team or department
• Can mentor others within their department
• Demonstrate openness to feedback and constructive criticism
• Through openness and a flexible style of working with others, help to foster an environment of innovation and creativity
• Assist in maintaining a professional customer environment with positive customer satisfaction
• Make a concerted effort to stay abreast of technological advances and Kofax’s industry overall

All Kofax Senior Sales Engineers regardless of title or level must possess the following skills and knowledge: Communications/Listening Skills

(Internal & external) – including but not limited to professional writing, problem escalation, and good analysis skills as outlined below.

• Analysis/Discovery (ROI) -

Ability to plan for and conduct an Interview with the prospect and/or customer to determine the true business requirements to help build a valid Return on Investment (ROI).

• Project Management

Critical path analysis to do risk assessment, problem decomposition and resource estimation. Not a concentrated focus on the tools available to manage projects but a working knowledge of the concepts and how they apply in sales situations i.e. knowledge of the theory, not the mechanics.

• Sales & Presentation Skills

Professional presentation skills and experience in team selling, solution selling methodologies, and an understanding of and ability to utilize the Kofax Sales Process.Presentation skills at this level should include instances of presenting to any size audience.

• Time Management

Ability to manage projects including preparation for presentations and demonstrations, training, scheduling, and reporting, and expense processing. This is critical to the success of the sales opportunities as the Senior Sales Engineer will be required to manage multiple sales campaigns at any given time.

• Industry/General Technology Knowledge

The Senior Sales Engineering should have at least a high-level understanding of the following:

• Print Management, Capture and PDF products
• MFDP Print and Scan channel sales through first hand experience
• Optical Character Recognition
• Digital print and IT infrastructure environments
• Printer manufacturer embedded platform frameworks
• Network technologies: OSI Layers, TCP/IP, Subnets, Ports, Routing, DNS, DHCP, SNMP
• Communication protocols: POP3, IMAP, SMTP, EWS, FTP, SMB
• Web services: WSDL, SOAP, OpenAPI, REST, JSON, sync + async
• Scritping: VBScript, Java Script, Visual Basic, Visual Studio, HTML
• Databases: basic knowledge of SQL, SQL vs NoSQL, load balancing, TDE
• Architecture: nTier vs. client/server, load balancing, High Availability and disaster recovery
• Security: authentication (AD, LDAP, OAuth, OpenID, 2FA) + application security (encryption methods for data at rest + data in transit)
• Cloud: private vs public, IaaS/PaaS/SaaS, and NIST and CSA cloud criteria