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. This role encompasses account and territory planning, prospecting, qualifying, selling, and successfully closing new business opportunities within substantial prospects and established accounts.

About Kofax: Kofax provides cutting-edge software solutions that empower organizations to operate efficiently and effectively. The Enterprise Sales Account Manager will focus on promoting Kofax's Intelligent Automation software platform, as well as its Imaging portfolio, which includes print, capture, PDF, and OCR technologies. Our unique Intelligent Automation platform enables businesses to streamline information-heavy processes, minimize manual tasks and errors, reduce costs, and enhance customer interactions.

Key Responsibilities:

  • Identify, qualify, orchestrate, and finalize new business within targeted accounts, emphasizing the compelling return on investment that Kofax solutions deliver.
  • Collaborate closely with Lead Generation, Inside Sales, and Sales Engineering teams to cultivate and manage a robust pipeline of new business opportunities.
  • Effectively oversee multiple concurrent sales cycles.
  • Articulate the value of Kofax solutions to VP and C-level stakeholders, aligning with their strategic goals.
  • Establish and nurture strong, referenceable relationships with existing clients.
  • Accurately qualify and forecast deals on a consistent basis.
  • 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 a minimum of 40 contact points.
  • Work collaboratively with internal teams to execute effective prospecting and qualification strategies, ensuring a pipeline that is at least four times the target.
  • Engage with Kofax's partner network opportunistically to jointly pursue prospecting and qualification efforts.
  • Drive the development of new accounts and the expansion of existing accounts within the distribution or retail sales sectors.
  • Maintain an organized and up-to-date CRM system in accordance with management guidelines.

Qualifications:

  • 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.
  • Experience in positioning and selling solutions that align with customer strategic objectives.
  • Strong communication and technical presentation skills.
  • Ability to close deals effectively through skilled negotiation and deal management.
  • Demonstrated business development expertise with strong organizational skills.
  • Possess a collaborative, results-driven mindset with a professional presence.
  • BS/BA or equivalent is required; MBA preferred.

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