Kofax

• Manage global Analyst Relations (AR) program. • Craft a cohesive analyst outreach and nurture strategy and program. • Track, review, summarize and distribute relevant research reports. • Drive positive coverage in areas such as Intelligent Automation and AP Automation. • Track key industry trends and advise on areas of concern or interest. • Coordinate requests for research participation and briefings. • Manage calendars for key analyst publications like Gartner MQ and Forrester Wave reports. • Support internal requests for competitive intelligence or research reports.

• Achieve or exceed goal for qualified monthly appointments, monthly deals in forecast, and annual revenue targets. • Build strong relationship with sales representative and pre-sales engineer to help qualify and nurture opportunities to ensure higher win rate • Meet weekly with sales representative to plan account goals and align outbound prospecting activities. • Participate in quarterly regional sales meetings to discuss company updates, and business and sales reviews. • Proactively continue to learn competitive products and increase market knowledge via website, on-line webinars, and publicly available information • Demonstrate a clear understanding of Kofax product, services and solutions portfolio as well as its positioning - the strengths and competitive advantages, the overall market and business drivers, the value proposition of the portfolio and the business value.

• The Named Account Executive is an experienced sales professional who drives strategic enterprise wide sales initiatives into 10-30 targeted enterprise accounts. • Responsibilities include account and territory planning, prospecting, qualifying, selling and closing new business into very large prospects and into large installed accounts. • The Named Account Executive will have a direct impact on the success and growth of Kofax and that is reflected through excellent income potential. • Kofax software enables organizations to Work Like Tomorrow™—today. • The Named Account Executive will be responsible for selling Kofax’s Intelligent Automation software platform, which is unique in the marketplace. • The platform helps organizations transform information-intensive business processes, reduce manual work and errors, minimize costs, and improve customer engagement. • We combine RPA, cognitive capture, process orchestration, mobility and engagement, and analytics to ease implementations and deliver dramatic results that mitigate compliance risk and increase competitiveness, growth and profitability. • The role will be to develop, manage and execute sales plans focused on achieving revenue goals consistently on a quarterly and annual basis through a proven solution selling methodology. • Successful Named Account Executives will be able to have C-level discussions with technical, business, and financial influencers. • Key Responsibilities include but are not limited to: • Identify, qualify, orchestrate and close new business within the assigned target accounts leveraging compelling return on investment that the Kofax solution provides. • Work closely with our Lead Generation Team, Inside Sales Team, and Sales Engineer resources to create and manage a strong pipeline of new business in both existing customers and prospects • Effectively manage multiple concurrent sales cycles effectively • Understand and articulate the value of the Kofax solutions to VP and C-level audiences which align to the prospects strategic objectives • Establish and maintain strong and referenceable relationships with our existing client base. • Qualify and forecast deals accurately and consistently. • Develop and execute field marketing activities to drive pipeline growth • Grow and maintain a deep and wide set of contacts across all lines of business within each target account. Target of no less than 40 contact points across each organization. • Actively work with internal teams to perform all the necessary steps for effective prospecting and qualification.

• Responsible for the architectural design, development, and deployment of Salesforce, Oracle Netsuite and other cost effective and sustainable technical and enterprise application solutions to meet business requirements. • Translates business requirements using complex methods/models to determine appropriate system solutions. • Researches, identifies, tests, certifies, and selects technology products required for solution delivery. • Establishes and implements technology migration strategies for applications or architectures. • Ownership of global enterprise application integrations and architecture including Salesforce.com, Oracle Netsuite, Dell Boomi, data migrations, data quality, systems integrations, 3rd party applications, AppExchange products, and custom development. • Technical leadership, setting best practices including integration and application development, deployment, testing (unit and systems), and iterative refinement. • Design technical architecture solutions that span multiple platforms and include integration and authentication across systems. • Responsible for full systems development lifecycle from requirements gathering through implementation of various functional architecture solutions. • Works closely with business SME’s and demonstrates individual functional and professional knowledge to ensure that the work products and deliverables are of the highest caliber. • Applies project management expertise to identify, develop, and implement techniques to improve engagement productivity, increase efficiencies, mitigate risks, resolve issues, and optimize cost savings and efficiencies. • Facilitates issue resolutions between team members in a manner that keeps everyone productive and highly motivated. • Conceptualizing, presenting, and executing ideas within a tight schedule, with particular emphasis on serving as a technical lead on development projects, or a team lead or architect across multiple software development projects or workstreams. • Builds on existing investments, service-oriented architecture, and web solutions, while leveraging mature concepts, architectures, and technologies. • Collaborates with other technical and non-technical team members, clients, and vendors in technology neutral language to define, build, and deliver solutions.

• Identify, qualify, orchestrate and close new business within the assigned target accounts leveraging compelling return on investment that the Kofax solution provides. • Work closely with our Lead Generation Team, Inside Sales Team, and Sales Engineer resources to create and manage a strong pipeline of new business in both existing customers and prospects. • Effectively manage multiple concurrent sales cycles effectively. • Understand and articulate the value of the Kofax solutions to VP and C-level audiences which align to the prospects strategic objectives. • Establish and maintain strong and referenceable relationships with our existing client base. • Qualify and forecast deals accurately and consistently. • Develop and execute field marketing activities to drive pipeline growth. • Grow and maintain a deep and wide set of contacts across all lines of business within each target account. Target of no less than 40 contact points across each organization. • Actively work with internal teams to perform all the necessary steps for effective prospecting and qualification. • Create a pipe no less than 4X of target. • Leverage Kofax’s list of partners opportunistically to jointly engage in prospecting, qualifying, calls or visits according to Enterprise account mapping plans with the Partners should they exist. • Perform regular housekeeping activities to ensure that the CRM system is always clean and up to date, in accordance to Management’s guidelines.

• Account and territory planning, prospecting, qualifying, selling and closing new business into large prospects and into large installed accounts within their defined geographic territory. • Develop, manage and execute sales plans focused on achieving revenue goals consistently on a quarterly and annual basis through a proven solution selling methodology. • Development of new accounts and expansion of existing accounts within the distribution or retail sales channel. • Work closely with our Lead Generation Team, Inside Sales Team, and Sales Engineer resources to create and manage a strong pipeline of new business, while creating awareness and demand for our products.

• Identify, qualify, orchestrate and close new business within the assigned target accounts leveraging compelling return on investment that the Kofax solution provides. • Work closely with our Lead Generation Team, Inside Sales Team, and Sales Engineer resources to create and manage a strong pipeline of new business in both existing customers and prospects. • Effectively manage multiple concurrent sales cycles. • Understand and articulate the value of the Kofax solutions to VP and C-level audiences which align to the prospects strategic objectives. • Establish and maintain strong and referenceable relationships with our existing client base. • Qualify and forecast deals accurately and consistently. • Develop and execute field marketing activities to drive pipeline growth. • Grow and maintain a deep and wide set of contacts across all lines of business within each target account. Target of no less than 40 contact points across each organization. • Actively work with internal teams to perform all the necessary steps for effective prospecting and qualification. • The Named Account Executive is expected to create a pipe no less than 4X of target. • Although the main sales motion will be a Direct Selling motion, leverage Kofax’s list of partners opportunistically to jointly engage in prospecting, qualifying, calls or visits according to Enterprise account mapping plans with the Partners should they exist. • Perform regular housekeeping activities to ensure that the CRM system is always clean and up to date, in accordance to Management’s guidelines.

• Manage a team to support plan designs, maintain or make system changes, review quota assignments, roll out comp plans and calculate commissions timely and accurately • Collaborate with Finance and Sales Management to design and implement sales comp plans for quota and quota crediting rules for new plan years or any changes during mid-year • Enforce comp plan policies and escalate to Sr. Management as needed • Supervise a team to manage controls and processes to ensure the accuracy of monthly commission calculations and payments • Manage team to timely and accurately resolve commissions issues/disputes from field employees • Supervise the development, maintenance and updates to systems and processes critical to the reporting and tracking of compensation and sales team metrics • Review with Legal, Finance and Sales Ops the Sales Plan Administration and Distribution process including the governance of the T’s & C’s

• Providing pre-sales technical support for all Kofax products and associated applications • Collaborating with peers to provide efficient pre-sales support nationwide • Preparing standard and custom demonstrations for Kofax Account Managers and resellers • Handling all pre-sales technical issues professionally and efficiently • Maintaining in-depth knowledge of Kofax products • Ensuring an understanding of key verticals including Financial Services, Insurance, Manufacturing, Logistics, Healthcare • Responding to technical questions in RFI/P/Qs • Sharing 'Best Practices' with other SEs • Providing feedback to Product Development regarding new features • Preparing Kofax Professional Services for efficient installations • Managing the transition from pre-sales to post-sales • Serving as a point of contact for resellers on technical issues • Responding to resellers requests for pre-sale technical support

• Establish, develop and maintain strong professional relationships with Kofax’s key channel partners. • Work closely with Kofax Sales and Channel Program Team to build and grow channel partner revenue. • Identify, recruit and on-board key resellers and key SI’s. • Conduct regular partner site visits and calls. • Grow and maintain channel partner sales pipeline. • Create and execute a territory channel business plan focused on demand creation, sales growth, and partner development. • Implement channel program initiatives and activities with managed channel partners.