The Sales Account Executive's responsibilities include account and territory planning, prospecting, qualifying, selling, and closing new businesses within our SLED accounts in the SOUTHEAST TERRITORY.
The 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 Sales Account Executive will be responsible for selling Kofax’s Productivity products which include VRS, Express, PowerPDF, and OmniPage Server. , which is unique in the marketplace. The technology helps organizations increase their productivity and reduce manual work and errors, minimize costs, and improve customer engagement.
A successful 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 Sales Account Executive is expected to continually develop focused territory and account sales strategies to identify & expand opportunities. The Sales Account Executive will have demonstrated success with the entire sales cycle from prospecting, qualifying, progression, forecasting, and close.
The Sales Account Executive is responsible for selling solutions that pull from the entire suite of Kofax 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.
The Sales Account Executive's duties and responsibilities include:
- Identify, qualify, orchestrate, and close new business within the assigned territory leveraging the compelling return on investment that the Kofax solution provides.
- Work closely with our Lead Generation Team, Inside Sales Team, and Sales Engineer resources to create and manage a strong pipeline of new business in both existing customers and prospects
- Effectively manage multiple concurrent sales cycles effectively
- Understand and articulate the value of the Kofax solutions to VP and C-level audiences which align with the prospect's strategic objectives
- Establish and maintain strong and referenceable relationships with our existing client base.
- 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. Target of no less than 40 contact points across each organization.
- Actively work with internal teams to perform all the necessary steps for effective prospecting and qualification. The 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 with Management’s guidelines
Required Skills
- A minimum of 5 years of successful sales experience selling enterprise software & 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 in positioning and selling solutions that align with customers' strategic objectives. Recognition of underlining operational objectives and requirements.
- Excellent communication and presentation skills
- Must have strong intellectual skills, a high level of enthusiasm, strong integrity and be very excited 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 boardroom presence and presentation skills
- Strong work ethic, with a commitment to long-term success
- Team oriented
- Entrepreneurial
Required Experience
- A minimum of 5 years of successful sales experience selling enterprise software & 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 in positioning and selling solutions that align with customers' strategic objectives. Recognition of underlining operational objectives and requirements.
- Excellent communication and presentation skills
- Must have strong intellectual skills, a high level of enthusiasm, strong integrity and be very excited 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 a commitment to long-term success
- Team oriented
- Entrepreneurial
KOFAX, INC. IS AN EQUAL OPPORTUNITY EMPLOYER M/F/DISABILITY/VETS
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 base salary range for this role, across the US is $96,125 - $148,182. Your actual base pay within this range will be determined by your work location as well as skills, qualifications, experience, and relevant education/training. The range provided reflects only the base salary for the role and does not include benefits.