Senior Sales Engineer

2 days ago

Sydney, Australia Kofax Full time

Note that the following is a general description of the Sales Engineering group’s primary tasks and may not, therefore, contain all possible specific work assignments.

The Sr. Sales Engineer provides pre-sales technical sales support for all Tungsten Automation products and associated applications. The Sr. Sales Engineer role collaborates with and assists with sales opportunities across the country and entire Asia Pacific region.

The Sr. Sales Engineer is responsible for:

  • Conducting customer discovery workshops and documenting customer requirements
  • Delivering professional business and technical presentations
  • Preparing and delivering custom product demonstrations, demo lab installs and product trials and tracking their successful completion
  • Maintaining in-depth knowledge of Tungsten products
  • The handling of all pre-sales technical issues professionally and efficiently
  • Attending partner events and tradeshows to support Tungsten and our partners, including public speaking, demos and addresses
  • Delivering technical workshops and advanced product deployment trainings
  • Serving as a point of contact for Tungsten channel partners on technical sales issues
  • Helping guide partners on how to access product training and support partners by providing product enablement sessions
  • Estimating and communicating a customer’s expected Return on Investment
  • Responding to technical questions and providing solution architectures in RFI/P/Qs
  • Sharing “Best Practices” with other SEs
  • Supporting Proof of Concepts (PoC) delivery and pilot design
  • Providing feedback to Product Development regarding new features, improving product performance, and eliminating bugs in the product
  • Preparing resellers on the technical aspects of selling Tungsten solutions practices and procedures
  • Preparing Tungsten Professional Services for efficient installations – professionally managing the transition from pre-sales to post-sales


Required Skills

Performance is measured by the revenue produced in Tungsten software sales, professional services, and other measurable performance such as: demonstrations, overall sales support, communications, team building, and technical leadership. Measurable performance also includes the individuals willingness to:

  • Seek and successfully complete assignments that enable continued development of his/her technical and/or other job-related skills and abilities
  • Regularly go out of his/her way to assist others in the team or department
  • Demonstrate openness to feedback and constructive feedback
  • Assist in maintaining a professional customer environment with positive customer satisfaction

All Tungsten Sr. Sales Engineers regardless of title or level must possess the following skills and knowledge:

  • Sales & Presentation Skills
    o    Professional presentation skills and experience in team selling, solution selling methodologies, speaking at events, and an understanding of and ability to utilize the Tungsten Sales Process
  •  Communications/Listening Skills
    o    Including but not limited to professional writing, problem escalation, and good analysis skills
  • Analysis/Discovery (ROI) -
    o    Ability to plan for and conduct an interview with the prospect and/or customer to determine the true business requirements to help build a valid Return on Investment (ROI).
  • Time Management
    o    Ability to manage projects including preparation for presentations and demonstrations/POCs, training, scheduling, and reporting, and expense processing. This is critical to the success of the sales opportunities as the Sr. Sales Engineer will be required to manage multiple sales campaigns at any given time.
  • Technology
    o    An understanding of cloud computing, cloud infrastructure (IaaS) and cloud platform services (PaaS), along with DevOps, CI/CD and Cloud Native development technologies.
    o    An understanding of Windows software development tools, as well as XML, .NET, OCR, ICR and their use in business processing.


Required Experience

The qualified applicant must possess experience with enterprise capture, business process management, robotic process automation, enterprise integration, mobile applications, and multi-function devices and printers.

The qualified applicant must demonstrate knowledge of the roles, responsibilities, processes, tools and techniques used by pre-sales technical support and sales departments, and have excellent people skills, presentation, communication, and objection-handling skills.


Qualifications include:

  • 7-10 years’ experience supporting a solution sales team in the pre-sales technical role
  • Bachelor’s degree in information systems, computer science, information technology or a related discipline, or equivalent years of experience.
  • Professional presentation experience
  • Business analysis at the IT, LOB, and Executive level
  • .NET Computer programming experience is a plus.
  • Experience working with various partner/channel organizations
  • Ability to travel (20%-35%)

Tungsten Automation is an Equal Opportunity Employer M/F/D/V

Performance is measured by the revenue produced in Tungsten software sales, professional services, and other measurable performance such as: demonstrations, overall sales support, communications, team building, and technical leadership. Measurable performance also includes the individuals willingness to:

  • Seek and successfully complete assignments that enable continued development of his/her technical and/or other job-related skills and abilities
  • Regularly go out of his/her way to assist others in the team or department
  • Demonstrate openness to feedback and constructive feedback
  • Assist in maintaining a professional customer environment with positive customer satisfaction

All Tungsten Sr. Sales Engineers regardless of title or level must possess the following skills and knowledge:

  • Sales & Presentation Skills
    o    Professional presentation skills and experience in team selling, solution selling methodologies, speaking at events, and an understanding of and ability to utilize the Tungsten Sales Process
  •  Communications/Listening Skills
    o    Including but not limited to professional writing, problem escalation, and good analysis skills
  • Analysis/Discovery (ROI) -
    o    Ability to plan for and conduct an interview with the prospect and/or customer to determine the true business requirements to help build a valid Return on Investment (ROI).
  • Time Management
    o    Ability to manage projects including preparation for presentations and demonstrations/POCs, training, scheduling, and reporting, and expense processing. This is critical to the success of the sales opportunities as the Sr. Sales Engineer will be required to manage multiple sales campaigns at any given time.
  • Technology
    o    An understanding of cloud computing, cloud infrastructure (IaaS) and cloud platform services (PaaS), along with DevOps, CI/CD and Cloud Native development technologies.
    o    An understanding of Windows software development tools, as well as XML, .NET, OCR, ICR and their use in business processing.

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