E22-008_Sales Engineer, Sr.

The Senior Sales Engineer is a senior pre-sales role which operates in a designated geographic area providing technical support to the Kofax Sales team. The MFDP business is a channel sales model comprising of MFD manufacturers, value added distributors and resellers. The Senior Sales Engineer will interact at all levels in the channel structure providing expert knowledge to Kofax partners with advanced pre-sales support on the Kofax MFDP product portfolio.The Senior Sales Engineer is responsible for:Assisting the Kofax Sales team in providing commercial justification and ROI scenarios, tailored to the customers strategy and future stateAssisting Kofax channel partners with selling Kofax MFDP solutions through advanced pre-sales support to their in-house teamsConducting customer demonstrations, demo lab installs and product trials and track the successful progressionAttending partner events and tradeshows to support Kofax and our partnersDelivering technical workshops and advanced product deployment trainingsSupporting Proof of Concepts (PoC) and pilot design and deliveryPreparing standard and custom demonstrations for Kofax Sales Account Executives and resellersThe handling of all pre-sale’s technical issues professionally and efficientlyMaintaining in-depth knowledge of Kofax productsUnderstanding the Kofax role in supporting business processesResponding to technical questions in RFI/P/QsSharing “Best Practices” with other Sales EngineersProviding feedback to Product Development regarding new features, improving product performance, and eliminating bugs in the productPreparing Kofax Professional Services for efficient implementations by professionally managing the transition from pre-sales to post-salesPreparing Kofax partners on the technical aspects of selling Kofax productsServing as a point of contact for resellers on technical issuesResponding to resellers requests for pre-sale technical supportWhile the job description describes what is anticipated as the requirements of the position, the job requirements are subject to change based upon any changing needs and requirements of the business.The qualified applicant must demonstrate knowledge of the roles, responsibilities, processes, tools and techniques used by pre-sales technical support and sales departments, and have excellent people skills, communication and negotiation skills along with the ability to perform professional presentations, and extensive, up-to-date technical knowledge in document management and digital processing.Qualifications include:5+ years’ experience supporting a solution sales team in the pre-sales technical roleBachelor’s degree in information systems, computer science, information technology or a related discipline, or equivalent years of experience.Professional presentation experience, including presenting to large audiencesBusiness analysis at both the IT and LOB levelExperience working with various partners/channel organizationExperience in the MFDP industryExperience in selling software to enterprise-level customersExperience in business process management, image capture is idealCan give examples of becoming their customer’s trusted advisorHas specific industry experience, such as in Banking, Insurance, Government or HealthcareAble to travel up to 50%Able to lift and carry at least 50 poundsPerformance is measured by the revenue produced in Kofax software sales, professional services, and other measurable performance such as: demonstrations, overall sales support, communications, team building, and technical leadership. Measurable performance also includes the individual’s willingness to:Seek and successfully completes special assignments that enable continued development of their technical and/or other job-related skills and abilitiesRegularly go out of their way to assist others in the team or departmentCan mentor others within their departmentDemonstrate openness to feedback and constructive criticismThrough openness and a flexible style of working with others, help to foster an environment of innovation and creativityAssist in maintaining a professional customer environment with positive customer satisfactionMake a concerted effort to stay abreast of technological advances and Kofax’s industry overallAll Kofax Senior Sales Engineers regardless of title or level must possess the following skills and knowledge: Communications/Listening Skills(Internal & external) – including but not limited to professional writing, problem escalation, and good analysis skills as outlined below.Analysis/Discovery (ROI) -Ability to plan for and conduct an Interview with the prospect and/or customer to determine the true business requirements to help build a valid Return on Investment (ROI).Project ManagementCritical path analysis to do risk assessment, problem decomposition and resource estimation. Not a concentrated focus on the tools available to manage projects but a working knowledge of the concepts and how they apply in sales situations i.e. knowledge of the theory, not the mechanics.Sales & Presentation SkillsProfessional presentation skills and experience in team selling, solution selling methodologies, and an understanding of and ability to utilize the Kofax Sales Process.Presentation skills at this level should include instances of presenting to any size audience.Time ManagementAbility to manage projects including preparation for presentations and demonstrations, training, scheduling, and reporting, and expense processing. This is critical to the success of the sales opportunities as the Senior Sales Engineer will be required to manage multiple sales campaigns at any given time.Industry/General Technology KnowledgeThe Senior Sales Engineering should have at least a high-level understanding of the following:Print Management, Capture and PDF productsMFDP Print and Scan channel sales through first hand experienceOptical Character RecognitionDigital print and IT infrastructure environmentsPrinter manufacturer embedded platform frameworksNetwork technologies: OSI Layers, TCP/IP, Subnets, Ports, Routing, DNS, DHCP, SNMPCommunication protocols: POP3, IMAP, SMTP, EWS, FTP, SMBWeb services: WSDL, SOAP, OpenAPI, REST, JSON, sync + asyncScritping: VBScript, Java Script, Visual Basic, Visual Studio, HTMLDatabases: basic knowledge of SQL, SQL vs NoSQL, load balancing, TDEArchitecture: nTier vs. client/server, load balancing, High Availability and disaster recoverySecurity: authentication (AD, LDAP, OAuth, OpenID, 2FA) + application security (encryption methods for data at rest + data in transit)Cloud: private vs public, IaaS/PaaS/SaaS, and NIST and CSA cloud criteria#Li-Remote