Enterprise Sales Account Manager

5 days ago

Stockholm, Stockholm, Sweden Kofax Full time

Position Overview
The Enterprise Sales Account Manager is a seasoned sales expert responsible for spearheading comprehensive sales strategies across designated accounts and regions. Key responsibilities encompass account and territory planning, prospecting, qualifying, and ultimately closing new business with substantial prospects and established accounts.

About Kofax
Kofax provides innovative software solutions that empower organizations to operate efficiently and effectively. The Enterprise Sales Account Manager will focus on promoting Kofax's Intelligent Automation software suite, alongside the Imaging portfolio, which includes print, capture, PDF, and OCR technologies. This unique platform enables businesses to enhance information-driven processes, reduce manual tasks and errors, lower costs, and boost customer satisfaction.

Core Responsibilities
The selected candidate will be tasked with developing, managing, and executing sales strategies aimed at consistently achieving revenue targets on a quarterly and annual basis through a proven solution-selling approach. Successful candidates will engage in high-level discussions with technical, business, and financial stakeholders, leveraging strategic partnerships to enhance access and influence.

  • Identify, qualify, orchestrate, and secure new business within assigned target accounts, emphasizing the compelling ROI that Kofax solutions deliver.
  • Collaborate closely with the Lead Generation Team, Inside Sales Team, and Sales Engineering resources to cultivate and manage a robust pipeline of new business across both existing clients and prospects.
  • Effectively oversee multiple concurrent sales cycles.
  • Articulate the value of Kofax solutions to VP and C-level audiences, aligning with the strategic objectives of prospects.
  • Establish and nurture strong, referenceable relationships with the existing client base.
  • Accurately qualify and forecast deals consistently.
  • Develop and implement field marketing initiatives to stimulate pipeline growth.
  • Expand and maintain a comprehensive network of contacts across all business lines within each target account, aiming for no less than 40 contact points per organization.
  • Work collaboratively with internal teams to execute all necessary steps for effective prospecting and qualification, maintaining a pipeline at least 4X the target.
  • While primarily focused on direct sales, leverage Kofax's partner network opportunistically for joint prospecting and engagement.
  • Drive the development of new accounts and the expansion of existing accounts within the distribution or retail sales channel.
  • Regularly maintain the CRM system to ensure accuracy and compliance with management guidelines.

Qualifications
While the above outlines the anticipated requirements for the position, these may evolve based on the changing needs of the business.

Required Experience
- A minimum of 3-5 years of successful sales experience in enterprise software and service solutions, including Cloud and SaaS offerings to high-level executives within Global 2000 accounts across various sectors.
- Established relationships with large enterprise accounts.
- Proven track record of consistently exceeding individual quarterly and annual sales quotas in previous Enterprise Sales roles.
- Demonstrated success in positioning and selling solutions that align with customer strategic objectives, recognizing underlying operational needs.
- Experience in direct and channel sales with RPA, cognitive capture, process orchestration, mobility, engagement, and analytics is highly preferred.
- Exceptional communication and technical presentation skills.
- Strong intellectual capacity, enthusiasm, integrity, and a passion for delivering outstanding solutions to top-tier clients.
- Proven ability to close deals through effective negotiation and deal management.
- Strong business development background with organizational skills to prioritize effectively.
- Familiarity with strategic sales training, solution selling, and process-oriented sales methodologies.
- A collaborative, proactive personality with strong presentation skills.
- A robust work ethic, capable of managing long sales cycles and pursuing significant opportunities with a commitment to long-term success.
- An eagerness to embrace continuous growth and learning opportunities.
- An entrepreneurial spirit with a winning mindset.
- A BS/BA or equivalent is required; an MBA is preferred.

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