At Kofax, Commercial Account Representative (CAR) are focused on transactional Kofax Platform Commercial sales under $25K (in net license revenue to Kofax), growing these opportunities when possible, managing & prospecting customer installed base and winning new prospects.
Your territory will be EMEA Tier1. As a results driven sales hunter, you will exceed your quarterly revenue objectives by optimizing the hybrid (direct and indirect) sales model.
While some opportunities may be developed and managed directly by the CAR, the primary go-to-market model will be co-selling with partners.
A successful Commercial Account Representative will have demonstrated experience developing and leveraging a trusted partner network to expand territory reach and account influence.
Sales credit will be given on all applicable business landing in your assigned territory, but the Commercial Account Representative is expected to continually develop focused territory and account sales strategies to streamline transactional sales and identify & expand opportunities.
Commercial Account Representative will have demonstrated success with the entire sales cycle from prospecting, qualifying, forecasting and close.
The Commercial Account Representative role is a very key sales role within Kofax. It is a fast-paced, dynamic role that offers the upside of a leveraged compensation plan.
Key Responsibilities :
The Commercial Account Representative role requires focus, discipline, energy, organization, influence, teamwork, perseverance, communication, salesmanship, and the ability to balance a high volume of transactional sales while identifying upsell / cross sell opportunities within the commercial installed customer base.
Prospect, identify, develop, forecast, and close transactions in your assigned territory :
Manage and drive transactions to close of less than $25K either directly or through partners with the clear goal of meeting or exceeding the Commercial Account Representative assigned monthly / quarterly software license quota.
Prospect for transactional opportunities within the assigned territory installed customer base (defined in comp plan) either directly or with / through partners.
Aggressively pursue relevant website, marketing, partner and lead development rep generated sales leads within the assigned territory.
Work collaboratively with Kofax Enterprise Account Reps, Distribution Managers, Sales Supports Reps, Lead Development Reps and Tech Support to inspect, manage and close transactional opportunities.
Leverage partners and Kofax sales support personnel to help with the inspection of transactional business to determine potential for additional products that would expand the value of the opportunity.
Proactively look to identify opportunities to grow transactions to greater than $50K and work collaboratively with the respective Enterprise Account Rep to close.
Develop partner relationships :
Proactively engage with the key Kofax channel partners within the assigned territory to develop, expand, and leverage relationships with the partner sales staff
Identify new transactional opportunities that partners are working on and engage them in discussions regarding the use of Kofax products for those opportunities
Support the partners as they develop proposals / responses that incorporate Kofax products and work to expand the presence of Kofax within their proposals
Develop trusted relationships with partners with the goal of increasing loyalty, business and that ability to increase accuracy regarding their forecasts
Increase competitive intelligence regarding the markets we participate
Leverage and drive your trusted partners without being reliant on them
Reporting and forecasting as required by Enterprise Account Managers and direct sales management
Working with and keeping the MS Dynamics CRM system up to date
Exceed other assigned key performance indicators
Commercial Account Representatives will spend the majority of their time in the office and minimal time in the field. It will be required that the Commercial Account Representative is committed and accountable for working assigned core hours each day and be available as a sales resource to customers, partners and Kofax staff during these assigned hours.
Excellent opportunity to gain experience toward a role in the Kofax Enterprise Sales organization.
1-3 years demonstrated success in a software sales role
Self-directed, result driven, energetic, driven’ personality with a strong track record of meeting / exceeding quota
Blend of inside sales and channel sales experience is a plus
Understanding / experience working a hybrid (direct and channel) sales model
Strong aptitude / desire to do a Kofax GT position in the future a plus
Information management software industry experience is a plus and must possess the ability to grasp the business rationale for our offerings and be able to maintain business level technical knowledge of Kofax products.
Strong verbal and written communication and contacting skills by including Business Networks (LinkedIn or Xing). Strong presentation skills.
Fluent in language skills relevant to the territory covered.
Languages required for EMEA : German, English. French is a plus factor.
Adept at using MS Office, WebEx, CRM and other related products and tools used in the process of selling of enterprise level software
No travel restrictions as minimal travel required.
Bachelor’s degree or above
Key Performance Indicators :
Consistently meet or exceed the Commercial Account Representative individual monthly and quarterly software license quota targets.
Develop and maintain a qualified opportunity pipeline (as measured at the beginning of the relevant period) that equals at least 3x the Commercial Account Representative’s individual monthly and quarterly software license quota
Consistently execute within a disciplined / structured approach to doing their job and making their monthly / quarterly goal
Timely and accurate forecasting and reporting using CRM
Often in cooperation with trusted partners, develop and drive field marketing initiatives that contribute to an increase in qualified pipeline
Schedule and adhere to block time devoted to focus on outbound prospecting calls that lead to increased pipeline
Work successfully within a team environment including during periods of high activity and high stress
Develop / maintain strong relationships with the channel partners that the Enterprise Account Manager frequently works with and demonstrate strong relationship leverage / loyalty from those partners.