U21-225 - Lead Commercial Account Representative

Job Purpose

At Kofax, Commercial Account Representative Lead (CAR Lead) are focused on transactional Kofax Platform Commercial sales under $25K (in net license revenue to Kofax), growing these opportunities when possible, managing & prospecting customer installed base and winning new prospects. Your territory will be Europe (EMEA) Tier1. As a results driven sales hunter, you will exceed your quarterly revenue objectives by optimizing the hybrid (direct and indirect) sales model. While some opportunities may be developed and managed directly by the CAR, the primary go-to-market model will be co-selling with partners.

A successful Commercial Account Representative Lead will have demonstrated experience developing and leveraging a trusted partner network to expand territory reach and account influence. Sales credit will be given on all applicable business landing in your assigned territory, but the Commercial Account Representative is expected to continually develop focused territory and account sales strategies to streamline transactional sales and identify & expand opportunities. Commercial Account Representative will have demonstrated success with the entire sales cycle from prospecting, qualifying, forecasting and close.

The Commercial Account Representative Lead role is a very key sales role within Kofax. It is a fast-paced, dynamic role that offers the upside of a leveraged compensation plan.

Key Responsibilities

The Commercial Account Representative Lead (CAR Lead) role requires focus, discipline, energy, organization, influence, teamwork, perseverance, communication, salesmanship, and the ability to balance a high volume of transactional sales while identifying upsell/cross sell opportunities within the commercial installed customer base.

Prospect, identify, develop, forecast, and close transactions in your assigned territory:

• Manage and drive transactions to close of less than $50K either directly or through partners with the clear goal of meeting or exceeding the Commercial Account Representative assigned monthly/quarterly software license quota.
• Prospect for transactional opportunities within the assigned territory installed customer base (defined in comp plan) either directly or with/through partners.
• Aggressively pursue relevant website, marketing, partner and lead development rep generated sales leads within the assigned territory.
• Work collaboratively with Kofax Enterprise Account Reps, Distribution Managers, Sales Supports Reps, Lead Development Reps and Tech Support to inspect, manage and close transactional opportunities.
• Leverage partners and Kofax sales support personnel to help with the inspection of transactional business to determine potential for additional products that would expand the value of the opportunity. Proactively look to identify opportunities to grow transactions to greater than $50K and work collaboratively with the respective Enterprise Account Rep to close.

Develop partner relationships:

• Proactively engage with the key Kofax channel partners within the assigned territory to develop, expand, and leverage relationships with the partner sales staff
• Identify new transactional opportunities that partners are working on and engage them in discussions regarding the use of Kofax products for those opportunities
• Support the partners as they develop proposals/responses that incorporate Kofax products and work to expand the presence of Kofax within their proposals
• Develop trusted relationships with partners with the goal of increasing loyalty, business and that ability to increase accuracy regarding their forecasts
• Increase competitive intelligence regarding the markets we participate
• Leverage and drive your trusted partners without being reliant on them

• Reporting and forecasting as required by Enterprise Account Managers and direct sales management
• Working with and keeping the MS Dynamics CRM system up to date
• Exceed other assigned key performance indicators
• Commercial Account Representatives will spend the majority of their time in the office and minimal time in the field. It will be required that the Commercial Account Representative is committed and accountable for working assigned core hours each day and be available as a sales resource to customers, partners and Kofax staff during these assigned hours.
• Excellent opportunity to gain experience toward a role in the Kofax Enterprise Sales organization.

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

Degree level

Other Responsibilities

• Together with the specific KEY Responsibilities as a CAR, this role will be a support function to RVP to handle the daily activities within EMEA Commercial Team such as
• Support the CAR’s in LAT-IT, U.K I, Germany/Switzerland around prospecting activities within the territories. Work closely with the CAR’s to build strategy, make plans and set activities to drive proactive revenue stream within their local territories, both direct and indirect.
• Follow up’s on weekly basis as a minimum and report to RVP around the progress and findings.
• Forecasting and revenue follow up will be aligned with RVP.

Interfaces

Professional Services, Sales Management, Inside Sales, Account Managers, Finance Team, Legal team, Business Processing team, Customers & Partners

Skills and Knowledge Required

* Will require an understanding of the business context and rationale for our products and services as well as the business of our resellers. * Needs to be customer-service oriented and understand the value of accuracy and reliability. * Needs to work with confidence within a team environment to ensure that overall team targets are achieved. * Key attributes of the job are friendly and efficient manner and empathy with the customer’s requirements such as the need for accuracy, reliability and good-attitude. In short, this person must strive to ensure that KOFAX is an easy-to-work-with organization.

Must be able to manage multiple engagement simultaneously, have solid time-management skills with outstanding verbal and written communications abilities. We are looking for a results oriented self-starter with the ability to effectively deliver projects with minimal management oversight

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