The Director of Sales for AMS Federal will help develop and drive the revenue growth strategy with U.S. Federal Government. The Director of Sales, AMS Federal Sector, will take an active role in business development and direct/indirect sales. The role will manage and direct assigned Sales Account Executives with Federal Government as their assigned territory. Develops the business to ensure predictable quarterly sales goal attainment. Hires and retains Account Executives according to plan.
Responsibilities/Duties:
- Increase sales of software products via direct selling activity and by working with assigned Account Executives, ensuring self and all Account Executives under management contribute to quarterly revenue goals.
- Support account/agency development through the management of Account Plans with each of the Account Executives for their top accounts/agencies.
- Ensure forecast accuracy in the quarter.
- Ensure the team has a working set of businesses entering each quarter greater than 3X assigned quota in SS 4-10.
- Achieve a rolling 12-month pipeline of 4x annual license quota.
- Ensure pipeline trending reflects attention to growth product/solutions areas.
- Support the demonstration of products and provides presentations to convey product fit and functionality and match customer requirements.
- Maintains relationships with clients and services existing accounts from the sales perspective.
- Develops a partner strategy that is complementary to direct sales activities.
- May actively manage direct accounts in addition to management responsibilities.
- This role is critical in helping define and execute a rebuilding strategy for Kofax with the U.S. Federal Government. It is a combination of business development, sales leadership, and selling with a focus on quickly building pipelines and delivering significant incremental license revenue.
Required Skills
- Hire and Develop to Plan
- Current written territory strategy
- Attention to detail and timeliness with reporting and systems of record (i.e., CRM, expenses, forecasts, etc.)
- Qualified pipeline and current quarter working set that exceeds KPIs
- New Logo and New Use Case opportunities in addition to Add-on business
Required Experience
- Requires 10+ years of demonstrated sales success, with at least 5 of those years selling software and hardware solutions.
- 5+ years of demonstrated software sales management success.
- 5+ years of demonstrated software sales success in the U.S. Federal Government.
- Clear proof of experience in building and effectively managing a region.
- History of successful sales, both direct and via channel partners.
- Solution selling is preferred over product selling.
- Excellent presentation, negotiation, influence, and communication skills.
- Ability to travel up to 50%.
- Well-developed consultative selling skills are a must.
- Strong networking ability and drive to leverage both internal and external relationships.
- Self-motivated to execute clearly defined and planned steps towards positive change, sometimes makes the most challenging of decisions that are the least desirable to take.
- Will actively seek new opportunities to learn and grow, and demonstrates an ability to learn from experiences.
- Has solid analytical skills. Makes good decisions in the right timeframe.
- Knows how to build/execute a plan leveraging all available resources.
- Will work hard and persevere despite the obstacles and challenges they encounter.
- Is a superior communicator who can leverage a variety of communication styles/tactics based on the situation they are in.
- Education required: Bachelor's degree in Business, Marketing, or a related field.
KOFAX, INC. IS AN EQUAL OPPORTUNITY EMPLOYER M/F/DISABLED/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 $150,135 - $199,362. 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. _