Job Description
Job Purpose:
At Kofax, transactions (deals) that occur within/through the Kofax Field and Channel Sales Organization and have a software license value less than $75,000 are referred to as ‘run-rate‘ transactions. The ‘run-rate‘ business is segmented into low to medium value run-rate transactions and medium to high value run-rate transactions.
The Kofax ‘run-rate‘ business is a very important component of the company’s overall software license business and the subject of a key sales objective to increase the size of the run-rate business.
The Commercial Account Sales Representative (CAR) position was created to specifically focus on increasing the number and value of medium to high value run-rate transactions within their assigned territory.
Key Responsibilities:
Identify, develop, manage and close transactions <$75K license
Prospect for medium to high value run-rate opportunities within the assigned territory (defined in comp plan) either directly or with/through partners.
Aggressively pursue relevant website, marketing, partner and LDR generated sales leads within the assigned territory.
Manage all medium to high value run-rate transactions either directly or through partners with the clear goal of meeting or exceeding the CAR’s assigned monthly/quarterly software license quota.
Identify and pass all >$75k software license transactions to the appropriate general territory or named account rep.
Work closely with sales support personnel to help with the inspection of low to medium value run rate transactions to determine potential for additional products that would expand the value of the transaction.
Develop partner relationships
Proactively engage with the Kofax channel partner community (within the assigned territory) to develop and expand relationships with the partner sales staff (primarily platinum and gold partners)
Identify new opportunities that partners are working on and engage them in discussions regarding the use of Kofax products for those opportunities
Support the partners as they develop proposals/responses that incorporate Kofax products and work to expand the presence of Kofax within their proposals
Develop a trusted relationship with partner with the goal of increasing loyalty, business and that ability to increase accuracy regarding their forecasts
Increase competitive intelligence regarding the markets we participate in
Other Responsibilities:
Reporting and forecasting as required by CAR’s direct sales management and executive management teams
Working with and keeping the MS Dynamics CRM system up to date
The CAR will spend most of their time working in an office environment engaging with customers and partners over the phone. However, the CAR will also be required to engage with customers and partners in the field (with approval from direct manager) from time to time
Desired Skills & Experience
Key Performance Indicators:
Consistently meet or exceed the CAR’s individual monthly and quarterly software license quota targets.
Develop and maintain of a qualified opportunity pipeline (as measured at the beginning of the relevant period) that equals at least 4x the CAR’s individual monthly and quarterly software license quota
Depending on what is inherited when they start, there will be a ‘ramp-up’ period to reach this status
Consistently execute within a disciplined/structured approach to doing their job and making their monthly/quarterly goal
Timely and accurate forecasting and reporting
Work successfully within a team environment including during period’s of high activity and high stress.
Develop/maintain strong relationships with the channel partners that the CAR frequently works with and demonstrate strong relationship leverage/loyalty from those partners.
Qualifications:
At least 3-5 years of successful experience selling enterprise software products
‘Driven’ personality with a strong track record of meeting/exceeding quota
Must have strong inside sales experience, some field sales experience as well as understanding/experience working a channel model
Strong aptitude/desire to do a Kofax GT position in the future a plus
Industry experience not an absolute but certainly a plus and must possess the ability to grasp the business rationale for our offerings and be able to maintain business level technical knowledge of Kofax products.
Strong verbal and written communication skills. Strong presentation skills. Fluent in language skills relevant to the territory covered.
Adept at using MS Office, Webex, CRM and other related products and tools used in the process of selling of enterprise level software
No travel restrictions as moderate travel required.
Bachelor’s degree or above
Kofax, Inc. is an Equal Opportunity Employer, M/F/D/V
Company Description
Kofax® plc (LSE: KFX) is a leading provider of Capture Enabled BPM™ solutions.
These award winning solutions capture and streamline the flow of business critical information throughout an organization in a more accurate, timely and cost effective manner, enabling our customers to be more responsive to their constituents and better grow their businesses. Kofax solutions provide a rapid return on investment to more than 20,000 customers in banking, insurance, government, healthcare, business process outsourcing and other markets. Kofax delivers these solutions through its own sales and service organization, and a global network of more than 800 authorized partners in more than 75 countries throughout the Americas, EMEA and Asia Pacific. For more information, visit kofax.com.
Additional Information
Posted:January 15, 2013Type: Full-time Experience: Mid-Senior level Functions: Customer Service Industries: Computer Software Employer Job ID:U13-070Job ID:4615655
Veteran Commitment
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