Senior Sales Engineer

at  Kofax

All Tungsten Automation Sr. Sales Engineers regardless of title or level must possess the following skills and knowledge:

• Communications/Listening Skill

(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 Managemen

Critical 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 Skill

Professional presentation skills and experience in team selling, solution selling methodologies, and an understanding of and ability to utilize the Tungsten Automation Sales Process

• Time Managemen

Qualifications include:

• 7-10 years’ experience supporting a solution sales team in the pre-sales technical role
• Experience leading complex, technical, enterprise solution-based opportunities through the opportunity sales step to successful close
• Bachelor’s degree in information systems, computer science, information technology or a related discipline, or equivalent years of experience.
• Professional presentation experience
• Publishing of white papers, blogs, thought leadership assets
• Business analysis at both the IT and LOB level, including the ability to document the analysis in a useable, shareable format
• Experience working with various partners/channel organization
• Ability to travel 50%
• Able to lift and carry at least 50 pounds
• Knowledge and experience with Visual Basic and Java
• Experience in business process management/software industry is a plus.
• A Fundamentals Level of understanding around Cloud, Cloud Services, and deploying Enterprise Software on the Cloud is highly desirable

The Sr. Sales Engineer provides pre-sales technical support for all Tungsten Automation products and associated applications. While assigned to a geographic area, Sr. Sales Engineers also collaborate with and backup peers from across the country to provide efficient pre-sales support nationwide.

The Sr. Sales Engineer is responsible for:

• Preparing standard and custom demonstrations for Tungsten Automation Account Managers and resellers
• The handling of all pre-sales technical issues professionally and efficiently
• Maintaining in-depth knowledge of Tungsten Automation products
• Maintaining a working knowledge of content repositories
• Maintaining a working knowledge of workflow systems
• Ensuring an understanding of key verticals which may include Financial Services, Insurance, Manufacturing, Logistics, Healthcare among others
• Understanding Tungsten Automation’s role in supporting business processes, including process assessments, solution development as well as current and future requirements.
• Responding to technical questions in RFI/P/Qs
• Sharing “Best Practices” with other SEs
• Creating and distributing reusable assets for the greater Tungsten Automation community (SEs, AEs, Partners, Marketing etc.). These may include demonstrations, presentations, training materials, whitepapers etc. that speak to thought leadership
• Providing feedback to Product Development regarding new features, improving product performance, and eliminating bugs in the product
• Preparing Tungsten Automation Professional Services for efficient installations – professionally managing the transition from pre-sales to post-sales and staying appropriately involved as the implementation progresses
• Preparing resellers on the technical aspects of selling Tungsten Automation solutions practices and procedures
• Serving as a point of contact for resellers on technical issues
• Responding to resellers requests for pre-sale technical support

Required Skills

Performance is measured by the revenue produced in Tungsten Automation software sales, professional services, and other measurable performance such as: demonstrations, overall sales support, communications, team building, Internal asset contribution and technical leadership. Measurable performance also includes the individuals willingness to:

• Seek and successfully completes special assignments that enable continued development of his/her technical and/or other job-related skills and abilities
• Regularly go out of his/her way to assist others in the team or department
• Demonstrate openness to feedback and constructive criticism
• Through openness and a flexible style of working with others, help to foster an environment of innovation and creativity
• Assist in maintaining a professional customer environment with positive customer satisfaction
• Make a concerted effort to stay abreast of technological advances and Tungsten Automation’s industry overall

All Tungsten Automation Sr. 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 Management

Critical 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 Skills

Professional presentation skills and experience in team selling, solution selling methodologies, and an understanding of and ability to utilize the Tungsten Automation Sales Process

• Time Management

Ability 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 Sr. Sales Engineer will be required to manage multiple sales campaigns at any given time.

• Industry/General Technology Knowledge

A high level understanding of basic networking and operating system concepts, Visual Basic development / scripting – Ability to develop, test and deploy custom VB/VBA scripts, Java and JavaScript, Industry specific business pain points with active paper processing, storage, and retrieval, and an understanding of J2EE, XML, .NET, OCR, ICR and their use in business processing.

• Tungsten Automation Technology Knowledge

A high level understanding of each of the suites that constitute the Tungsten Automation product line and the ability to fit the pieces together into the whole strategy - By stating the requirement for ‘a high level understanding’, it is defined as the ability to:

• Position the Tungsten Automation Solution
• Understand the components that make each the solution and why
• Define target markets
• Explain the business value/value proposition
• Describe sample use cases
• Describe reference customers
• Position and differentiate each solution from the other Tungsten Automation technologies
• Identify and Qualify potential opportunities
• Understand the applicability of the technology i.e. where the solution is a good fit and where it is a bad fit
• Deliver high-level presentation and associated conceptual demonstration
• Understanding of the underlying technology concepts.
• Differentiate new product from current product
• General Architecture – understanding of how all of the components fit together technically as well as how they integrate and work with external technologies. This includes an understanding of:
• Foundation technologies including but not limited to J2EE, XML, IIS, .NET, OCR, ICR, Web Services
• Tungsten Automation Networking Constraints
• Tungsten Automation Components and Services

Required Experience
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:

• 7-10 years’ experience supporting a solution sales team in the pre-sales technical role
• Experience leading complex, technical, enterprise solution-based opportunities through the opportunity sales step to successful close
• Bachelor’s degree in information systems, computer science, information technology or a related discipline, or equivalent years of experience.
• Professional presentation experience
• Publishing of white papers, blogs, thought leadership assets
• Business analysis at both the IT and LOB level, including the ability to document the analysis in a useable, shareable format
• Experience working with various partners/channel organization
• Ability to travel 50%
• Able to lift and carry at least 50 pounds
• Knowledge and experience with Visual Basic and Java
• Experience in business process management/software industry is a plus.
• A Fundamentals Level of understanding around Cloud, Cloud Services, and deploying Enterprise Software on the Cloud is highly desirable.