5-8 years of sales experience with enterprise software solutions
Proven track record in selling secure print and capture workflow solutions
Experience exceeding sales quotas consistently
Strong communication and presentation skills
Ability to engage effectively with key personnel in channel partners
Demonstrates strategic sales methodologies and negotiation skills
BS/BA required; MBA preferred
Ability to travel up to 50%
Experience leveraging AI technology in sales processes
Responsibilities
Identify, qualify, and close new business opportunities in target accounts
Collaborate with various internal teams to maintain a strong sales pipeline
Manage multiple sales cycles across diverse industry sectors
Articulate solution value to senior executives aligning with their objectives
Build and cultivate strong client relationships within target organizations
Accurately forecast deals using CRM best practices
Develop and execute marketing activities for pipeline growth
Benefits
Collaborative work environment fostering teamwork and entrepreneurial spirit
Opportunity to sell innovative solutions in a rapidly evolving industry
Access to AI-enabled tools for efficiency and effectiveness in sales processes
Comprehensive training and support for professional development
Long-term career growth potential within a growing company
Full Job Description
Job Description
ABOUT THE ROLE
The Senior Sales Account Executive is an experienced sales professional who drives strategic enterprise-wide sales initiatives into their assigned account list and territory across multiple industry verticals. This role encompasses account and territory planning, prospecting, qualifying, selling and closing new business with very large prospects and installed accounts. Senior Sales Account executives directly impact Tungsten Automation's success and growth, reflected in excellent income potential through proven solution selling methodologies and executive-level relationship management. This role sells Tungsten Automation Corporation's Imaging portfolio including secure print, capture, PDF, eSignature and/or OCR technologies, developing and leveraging a trusted partner network to expand territory reach and account influence.
WHAT YOU'LL DO
Identify, qualify, orchestrate and close new business within assigned target accounts leveraging compelling return on investment that Tungsten Automation solutions provide
Work closely with Lead Generation, Inside Sales, and Sales Engineering teams to create and manage a strong pipeline in both existing customers and prospects
Effectively manage multiple concurrent sales cycles across diverse industry verticals and enterprise environments
Articulate the value of Tungsten Automation solutions to VP and C-level audiences aligned with strategic objectives and operational requirements
Establish and maintain strong, referenceable relationships with existing client base while expanding influence within target organizations
Qualify and forecast deals accurately and consistently using proven sales methodologies and CRM best practices
Develop and execute field marketing activities to drive pipeline growth and accelerate opportunity development
Grow and maintain a deep network of contacts across all business lines within each target account
Collaborate with internal teams for effective prospecting and qualification, creating a strong pipeline
Leverage Tungsten Automation's partners opportunistically for joint prospecting, qualification, calls or visits according to Enterprise account mapping plans
Execute direct selling motion while strategically utilizing partner ecosystem to enhance access and influence within target accounts
Maintain clean and up-to-date CRM records in accordance with management guidelines and perform regular housekeeping activities
Navigate long sales cycles and position seven-figure opportunities through effective negotiations and deal management
Develop, manage and execute comprehensive sales plans focused on achieving revenue goals consistently on quarterly and annual basis
Conduct C-level discussions with technical, business, and financial influencers while understanding underlying operational objectives
Utilize AI-enabled tools (e.g., chatbots, document automation, analytics assistants) to improve efficiency, accuracy, and streamline routine tasks while following company AI governance and data privacy standards
ABOUT OUR PLATFORM
Print and Workplace Automation: Advance every workplace with secure, unified print management that delivers greater control, stronger security, and complete visibility across cloud, on-prem, and hybrid environments.
Digital Document Solutions: PDF & eSignature Simplify digital document workflows - from creation to secure signing - with our PDF and eSignature solutions.
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
WHAT YOU NEED TO SUCCEED
A minimum of 5-8 years of successful sales experience selling enterprise software and service solutions to enterprise accounts
Successful selling experience with secure print and capture workflow, PDF editing solutions, digital signature products strongly preferred
Demonstrated ability to consistently exceed individual quarterly and annual quotas
Proven success positioning and selling solutions that align with customers' strategic objectives
Experience leading 3rd party sales teams to sell your product
Excellent communication and presentation skills
Demonstrated ability engaging with key personnel within channel partners
Ability to consistently close deals through effective negotiations and deal management
Hunter personality combined with boardroom presence and presentation skills
Strong work ethic with commitment to long-term success; team oriented and entrepreneurial
BS/BA or equivalent is required; MBA preferred
Ability to travel up to 50%
Skills in prompting AI systems and assessing output quality
Ability to leverage AI to ideate, develop and scale to the needs of the department
The base salary range for this role, across the US, is $135,000 - $245,000. Your actual base pay within this range will be determined by your work location as well as skills, qualifications, experience, and relevant education/training. The range provided reflects only the base salary for the role and does not include benefits.
About Kofax
Kofax is a software company that provides intelligent automation software to digitally transform end-to-end business operations. The company's software platform and solutions help organizations automate business processes, reduce manual work, and improve customer engagement. Kofax serves customers in various industries, including banking, insurance, healthcare, and government.
