Enterprise Sales Director

3 weeks ago

Mumbai, Maharashtra, India Kofax Full time
Job Title: Enterprise Sales Director

At Kofax, we are seeking an experienced Enterprise Sales Director to drive strategic enterprise-wide sales initiatives into 10-15 targeted strategic accounts. This role will have a direct impact on the success and growth of our company, reflected through excellent income potential.

The products and services the talent sells include our suite of automation solutions, including Tungsten Automation/Kapow RPA products, Multi-Channel Capture products, Business Process Management (BPM) products, and Smart Process Applications Platform, AP Automation, BI, e-signature, Dynamic Case Management, Customer Communications Management, Mobile Frameworks, Tungsten Automation Mobile Capture Platform, Information Integration, and Mailroom Automation.

The Sales Account Executive will be responsible for selling solutions that pull from the entire suite of our 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. Focusing on a general territory, establishing new and nurturing existing third-party distribution relationships.

The duties and responsibilities include:

  • Identify, qualify, orchestrate, and close new business within the assigned target accounts leveraging compelling return on investment that our 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.
  • Understand and articulate the value of our solutions to VP and C-level audiences, aligning to the prospects' 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 3X of target.
  • Work very closely with our 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

Strong writing, editing, and presentation skills are required. Demonstrated experience and ability to establish and build successful and profitable channel partner relationships is essential. Travel will be required.

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 and/or manufacturing.
  • Demonstrated ability to consistently exceed individual quarterly and annual quotas.
  • Proven success positioning and selling solutions that align with customers' strategic objectives. Recognition of underlying operational objectives and requirements.
  • Successful selling experience with RPA, ECM, BPM, ERP, or Document management technologies strongly preferred.
  • 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 commitment to long-term success.
  • Team-oriented.
  • Entrepreneurial.

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