Frank A. Reavis Email & Phone Number

Omaha, Ne, Us

As the Director of Sales Engineering I’m responsible for overseeing the technical aspects of the sales process, ensuring that the team effectively bridges the gap between the sales team and the technical product teams. This role involves strategic planning, team leadership, and collaboration with various departments to drive sales growth and customer satisfaction. This also includes managing our strategic technology partnerships.• Lead and mentor a team of Sales Engineers, setting performance goals and fostering continuous improvement.• Supporting sales by aligning technical demonstrations, product presentations, and RFx submissions with customer needs and sales targets.• Develop and execute strategies to enhance sales engineering effectiveness, collaborating with sales and product teams to drive business objectives.• Engage with key customers, providing high-level technical expertise and maintaining strong relationships to ensure customer satisfaction.• Act as a liaison between sales engineering, product development, and marketing teams, ensuring customer feedback and market insights shaped product strategies.• Manage partner relationships, recruiting new partners, and identifying strategic opportunities for growth.• Streamline sales engineering processes and optimize resource allocation to improve efficiency and effectiveness.

I cover the North Central and Northeast sales territories with responsibility for the recruitment, retention, and management of key strategic partners. This includes, delivering key strategic relationships with the intent to build partner originated pipeline and revenue, ensuring all program requirements and benefits are delivered and adhered to by partners, leveraging Kofax resources to drive sales of software and solutions, align closely with regional sales team to drive revenue through partners, delivering product enablement and positioning for Kofax software and solutions, defining and implementing go-to-market strategies and plans for managed partners.

I managed AMS, EMEA, and LATAM distribution partners during this year. I was responsible for $5M quota and achieved 119% of that target. I was responsible for developing and expanding relationships within the distribution partners and training them on our solutions and Intelligent Automation market positioning. Other activities included; generating demand through partner events, developing opportunities to generate revenue, alignment of regional sales executives to distribution points of contacts, business plan development, communicating pricing and program changes, and product enablement.

I'm responsible for identifying, developing, and expanding relationships within our US and Canada Reseller and Distribution partners. This includes recruiting, training, mentoring, and motivating partners in the assigned territory; generating demand through partner events; coordinating with partners to identify key sales opportunities to generate revenue; coordinate with partners/distributors to develop joint business plans to mutually agree with business objectives; communicating pricing policies; managing channel conflicts; making sure channel and distribution partners sign proper contracts/agreements. My pre-sales engineer background allows me to also assist partners with solution design related to capture, BPM, RPA, and digital transformation.

As a member of the Partner Development Team, I work to help our global partners embrace and become independent in positioning and selling our portfolio of products. I do this by creating and delivering technical product demonstrations and presentations for our partners, as well as helping them create their technical go to market strategies around our products.

My responsibilities as a senior sales engineer generally included providing technical, product, and solution expertise to sales/account managers and Kofax (Lexmark acquired Kofax May 2015) customers during all phases of sales engagements with a focus in healthcare. Activities included, but are not limited to acting as a trusted technical resource for customers and prospects during and after sales engagements; creating custom software demonstrations and proofs-of-concept in competitive sales situations; defining customer requirements, providing product recommendations and creating system configurations; performing system audits; creating training materials and conducting training sessions for customers and other sales engineers; acting as a mentor to less-experienced peers; creating presentations about products and solutions; responding to RFIs and RFPs; and attending trade shows and industry events as a Kofax representative. I cover regional direct enterprise accounts and also support Kofax sales efforts in the channel, working closely with some of Kofax's largest global partners including Cerner, Ricoh, HP, and Microsoft, and local resellers.Sales Achievements:Achieved Kofax Quota Masters Club in 2009 & 2014.

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Education record