Job Description

The Sales Manager is an experienced enterprise sales professional responsible for driving strategic sales initiatives across an assigned territory and account portfolio. This role owns the full sales cycle, from planning and prospecting to solution selling and closing new business with both new and existing enterprise customers.

The Sales Manager sells an Intelligent Automation software platform and Imaging solutions, including print, capture, PDF, and OCR technologies, helping organizations streamline information-intensive processes, reduce costs, and improve efficiency through scalable, integrated automation solutions.

This role focuses on executing sales plans to consistently achieve quarterly and annual revenue targets, engaging C-level technical, business, and financial stakeholders, and leveraging strategic partners to accelerate deal velocity across the full product suite.

• Identify, qualify, orchestrate, and close new business within assigned target accounts by clearly articulating the return on investment of the automation and imaging solutions.
• Partner closely with Lead Generation, Inside Sales, and Sales Engineering teams to build and manage a strong pipeline across both existing customers and new prospects.
• Effectively manage multiple concurrent enterprise sales cycles.
• Communicate the value of automation and imaging solutions to VP- and C-level stakeholders in alignment with their strategic business objectives.
• Establish, maintain, and expand strong, referenceable relationships within the existing customer base.
• Accurately qualify, forecast, and report on opportunities with consistency and discipline.
• Plan and execute field marketing activities to support pipeline growth.
• Build and maintain a broad and deep network of stakeholders across each target account, with a goal of at least 40 active contacts per organization.
• Collaborate with internal teams to execute all necessary prospecting and qualification activities, maintaining a sales pipeline of no less than 4× quota.
• Drive direct customer engagement while actively promoting co-selling with strategic partners to accelerate growth and deepen enterprise account penetration.
• Develop new accounts and expand existing accounts within distribution or retail sales channels where applicable.
• Maintain high CRM data hygiene in accordance with management standards.
• Utilize AI-enabled tools (e.g., chatbots, document automation, analytics assistants) to improve efficiency, accuracy, and productivity, in compliance with AI governance and data privacy policies.
• Adapt responsibilities as needed based on evolving business requirements.

Job Requirements

• Minimum of 5 years of successful enterprise software and services sales experience, including Cloud and SaaS solutions, selling to senior executives within Global 2000 organizations.
• Established relationships within large enterprise accounts.
• Proven track record of consistently exceeding quarterly and annual sales quotas in prior enterprise sales roles.
• Demonstrated success positioning and selling solutions aligned to customers’ strategic and operational objectives.
• Direct and channel sales experience with one or more of the following strongly preferred: RPA, cognitive capture, process orchestration, mobility and engagement platforms, and analytics.
• Excellent communication, negotiation, and technical presentation skills.
• Strong intellectual curiosity, high integrity, and passion for delivering impactful solutions to enterprise customers.
• Ability to manage complex negotiations and close high-value deals effectively.
• Strong business development capabilities, including opportunity qualification, prioritization, and execution discipline.
• Formal training in strategic selling, solution selling, or process-oriented sales methodologies.
• Collaborative “hunter” mindset combined with strong executive presence and boardroom-level communication skills.
• Proven ability to navigate long sales cycles and build, position, and close seven-figure opportunities.
• Commitment to continuous learning, professional growth, and self-improvement.
• Entrepreneurial mindset with a strong drive to win.
• Ability to effectively prompt AI systems, assess output quality, and leverage AI tools to scale impact within the sales function.

Skills