Sales Account Executive

3 days ago

Hyderabad, India Kofax Full time

The Sales Manager’s (internal corporate title: Sales Account Executive) responsibilities include account and territory planning, prospecting, qualifying, selling and closing new business into new and existing accounts within their defined geographic territory.

The Sales Manager 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 SM will be responsible for selling Kofax’s Imaging portfolio around print, capture, PDF and/or OCR technologies that was acquired from Nuance’s Imaging Division and is being integrated into the Intelligent Automation platform. The Intelligent Automation software platform, which is unique in the marketplace, helps organizations transform information-intensive business processes, reduce manual work and errors, minimize costs, and improve customer engagement. We combine RPA, cognitive capture, process orchestration, mobility and engagement, and analytics to ease implementations and deliver dramatic results that mitigate compliance risk and increase competitiveness, growth and profitability. No other software vendor offers a platform of complementary technologies integrated into a scalable, manageable software platform, which is why our approach to Intelligent Automation positions us to grow and dominate the process automation space well into the future.

A successful SM 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 SM is expected to continually develop focused territory and account sales strategies to identify & expand opportunities. The SM will have a demonstrated success with the entire sales cycle from prospecting, qualifying, progression, forecasting and close.

The SM is responsible for selling desktop PDF product 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.

**Required Skills**:
The SM duties and responsibilities include:

- Identify, qualify, orchestrate and close new business within the assigned territory leveraging compelling return on investment that the Kofax solution provides.
- Development of new accounts and expansion of existing accounts within the distribution or 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 productivity solutions through Partners and Channels
- Establish and maintain strong and referenceable relationships with our existing partners and end users.
- 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 SM is expected to create pipeline with more than 3X of their 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

Required Experience
- A minimum of 5 years of successful sales experience selling enterprise software through Channel/ Partners
- Experience in Regional Sales (exclude India) will be advantageous but not compulsory
- Familiar with OCR and PDF editing software
- Demonstrated ability to consistently exceed individual quarterly and annual quotas
- Proven success positioning and selling solutions that align with customers strategic objectives. Recognition of underlining operational objectives and requirements.
- Experience leading 3rdparty sales teams to sell your product
- Excellent communication and presentation skills
- Demonstrated ability engaging with senior managers within channel partners
- 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
- Strong work ethic, with commitment to long term success
- Team oriented
- Entrepreneuri

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