Enterprise Sales Professional

4 weeks ago

Sydney, New South Wales, Australia Kofax Full time
Job Title: Enterprise Sales Professional

The Enterprise Sales Professional is a seasoned sales expert who drives strategic enterprise-wide sales initiatives into their assigned account list and/or geography. Responsibilities include account and territory planning, prospecting, qualifying, selling, and closing new business into very large prospects and into large installed accounts.



The Enterprise Sales Professional will have a direct impact on the success and growth of Kofax, and that is reflected through excellent income potential.



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.



Successful Enterprise Sales Professionals will be able to have C-level discussions with technical, business, and financial influencers and will understand how to leverage strategic partners where appropriate for access and influence.



The Enterprise Sales Professional's duties and Responsibilities include:




  • Identify, qualify, orchestrate, and close new business within the assigned target territory leveraging compelling return on investment that the Kofax solution provides
  • Teaming and working closely with internal teams, particularly marketing, product, Lead Generation, and Sales Engineer teams 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 various levels of the customer audiences which align to the prospects' strategic objectives
  • Establish and maintain strong and referenceable relationships with customers and prospects
  • 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 customers and prospects
  • The main sales motion will be an Indirect Selling motion by developing and leveraging Kofax partners to jointly engage in prospecting, qualifying, calls, or visits according to Enterprise account mapping plans with the Partners should they exist


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.



Required Experience:




  • A minimum of 10 years of successful sales experience selling enterprise software & service solutions including Cloud and SaaS solutions to C-level executives across all industry verticals
  • Demonstrated track record of multi-year success consistently exceeding individual quarterly and annual quotas in each prior Enterprise Sales role
  • Proven success positioning and selling solutions that align with customers' strategic objectives. Recognition of underlining operational objectives and requirements.
  • Successful direct and channel selling experience with any document/content intelligent automation solution, cognitive capture, process orchestration, RPA, mobility, and engagement, and analytics preferred
  • Excellent communication and technical presentation skills
  • Must have a high level of enthusiasm, integrity, and be very excited about providing world-class solutions to enterprise-class customers
  • Ability to consistently close deals through effective negotiations and deal management
  • Collaborative hunter-type personality combined with boardroom presence and presentation skills
  • A winning mindset - strong work ethic, ability to manage and navigate long sales cycles, grow and position seven-figure opportunities with commitment to long-term success
  • Relevant Bachelor's degree or higher


Key Responsibilities:



The Enterprise Sales Professional will be responsible for selling Kofax's Intelligent Automation software platform and also be responsible for selling Kofax's Imaging portfolio around print, capture, PDF, and/or OCR technologies.



The Intelligent Automation platform, which is unique to 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.



Key Skills:



The Enterprise Sales Professional must have excellent communication and technical presentation skills, a high level of enthusiasm, integrity, and be very excited about providing world-class solutions to enterprise-class customers.



They must also have a proven track record of multi-year success consistently exceeding individual quarterly and annual quotas in each prior Enterprise Sales role.



Additionally, they must have a winning mindset - strong work ethic, ability to manage and navigate long sales cycles, grow and position seven-figure opportunities with commitment to long-term success.



What We Offer:



Kofax offers a competitive salary, bonus structure, and benefits package, as well as opportunities for professional growth and development.



We are committed to providing our employees with a positive and supportive work environment, and we are looking for individuals who share our values and are passionate about delivering exceptional results.


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