Named Account Executive

This is a fully remote position, open to applicants in Virginia.

📋 Description

• Identify, qualify, orchestrate, and secure new business within designated target accounts by leveraging the compelling return on investment offered by Kofax solutions.

• Collaborate closely with our Lead Generation Team, Inside Sales Team, and Sales Engineers to build and manage a robust pipeline of new business from both current clients and prospects.

• Efficiently oversee multiple concurrent sales cycles.

• Comprehend and convey the value of Kofax solutions to VP and C-level audiences in alignment with the strategic objectives of prospects.

• Build and sustain strong, referenceable relationships with our existing clientele.

• Accurately and consistently qualify and forecast deals.

• Design and implement field marketing initiatives to promote pipeline growth.

• Cultivate and maintain an extensive network of contacts across all business lines within each target account, aiming for a minimum of 40 contact points per organization.

• Actively collaborate with internal teams to execute all necessary steps for effective prospecting and qualification.

• The Named Account Executive is expected to establish a pipeline that is no less than 4X the target.

• While the primary sales approach will be Direct Selling, strategically leverage Kofax’s partner list for joint prospecting, qualifying, calls, or visits based on existing Enterprise account mapping plans with partners.

• Conduct regular maintenance to ensure that the CRM system is consistently clean and up to date, in accordance with Management’s guidelines.

⛳️ Requirements

• A minimum of 5-8 years of successful sales experience in selling enterprise software and service solutions to high-level executives within Global 2000 accounts across various verticals.

• Preferred relationships with the following accounts: Citi, UBS, Bloomberg, BNP Paribas, Deutsche Bank, HSBC, and Standard & Poor’s.

• Proven ability to consistently exceed individual quarterly and annual quotas.

• Exceptional communication and presentation skills.

• Must possess strong intellectual capabilities, high enthusiasm, strong integrity, and a genuine excitement for providing outstanding solutions to world-class customers.

• Successful selling experience with any or all of RPA, cognitive capture, process orchestration, mobility and engagement, and analytics is strongly preferred.

• Capability to consistently close deals through effective negotiation and deal management.

• Excellent organizational and qualification skills to ensure that top priorities are consistently pursued.

• Strategic sales training, solution selling, and/or a process-oriented sales approach.

• Hunter-type personality combined with boardroom presence and effective presentation skills.

• Strong work ethic, with a commitment to long-term success.

• Team-oriented.

• Entrepreneurial mindset.

• BS/BA or equivalent is required; MBA is preferred.

🏝️ Benefits

• Competitive salary and commission structure.

• Comprehensive health and wellness benefits.

• Opportunities for professional development and career advancement.

• Flexible work environment.

• Engaging company culture focused on collaboration and innovation.