Sr. Sales Account Executive

Kofax is a company focused on intelligent automation solutions, and they are seeking a Senior Sales Account Executive to drive strategic sales initiatives within their assigned accounts. The role involves managing sales cycles across diverse industries, establishing relationships with clients, and effectively articulating the value of their solutions to executive audiences.

Responsibilities:

• 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 (minimum 40 contact points per organization)
• Collaborate with internal teams for effective prospecting and qualification, creating a pipeline of no less than 4X of target
• 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
• Utilizes 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

Requirements:

• 5-8 years of successful sales experience selling enterprise software and service solutions including Cloud and SaaS solutions to high-level executives within Global 2000 accounts
• Established relationships with large enterprise accounts and demonstrated track record of multi-year success consistently exceeding individual quarterly and annual quotas
• Proven success positioning and selling solutions aligned with customers' strategic objectives with recognition of underlying operational objectives and requirements
• Successful direct and channel selling experience with RPA, cognitive capture, process orchestration, mobility and engagement, and analytics solutions strongly preferred
• Excellent communication and technical presentation skills with ability to conduct executive-level discussions and boardroom presentations
• Strong intellectual capabilities, high enthusiasm, integrity, and passion for providing solutions to world-class customers
• Ability to consistently close deals through effective negotiations and deal management in complex enterprise environments
• Outstanding business development expertise with organizational and qualification skills to prioritize effectively across multiple opportunities
• Strategic sales training background with solution selling and process-oriented sales approach experience
• Collaborative hunter personality combined with boardroom presence and executive presentation skills
• Strong work ethic with ability to manage and navigate long sales cycles while growing and positioning seven-figure opportunities
• Commitment to long-term success with entrepreneurial mindset and winning attitude
• Embraces continuous growth and self-improvement through learning opportunities in dynamic technology environment
• Team-oriented approach with ability to work effectively across cross-functional teams and partner ecosystems
• BS/BA degree or equivalent required (MBA preferred)
• Experience across multiple industry verticals with understanding of enterprise decision-making processes
• Proficiency with CRM systems and sales productivity tools for pipeline management and forecasting
• Skills in prompting AI systems and assessing output quality
• Ability to leverage AI to ideate, develop, and scale to the needs of their department