Sales Account Executive

4 months ago

Sydney, Australia Kofax Full time
Job Level Choose One

The Sales Account Executive is an experienced sales professional 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 Sales Account Executive will have a direct impact on the success and growth of Tungsten Automation, and that is reflected through excellent income potential.

The Sales Account Executive will be responsible for selling Tungsten Automation’s Intelligent Automation software platform, and also be responsible for selling Tungsten Automation’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.

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 Sales Account Executives 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 Sales Account Executive is responsible for selling solutions that pulls from the entire suite of Tungsten Automation Imaging products.

The Sales Account Executive's duties and Responsibilities include:

Identify, qualify, orchestrate and close new business within the assigned target territory leveraging compelling return on investment that the Tungsten Automation 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 Tungsten Automation 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 Tungsten Automation 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 board room 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

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