E21-290 - Partner Account Manager

Job Purpose

Kofax software enables organizations to Work Like Tomorrow™—today. The Partner Account Manager establishes, develops and maintains strong professional relationships with Kofax’s key channel alliances within their assigned territory.  As a vital element of the Partner Strategy and Development team, the Partner Account Manager works closely with the Kofax Sales team and Channel Program Team to build and grow a successful pipeline of alliance revenue. 

Key Responsibilities

Ongoing proactive engagement and alignment with Regional Sales Vice Presidents shooting their business through partner engagement

Deep understanding of RVP field strategy and target accounts with active participation in RVP planning and ongoing regional activities

Leverage of Strategic Partner Account Manager for regional relationships

Build out regional partner list and competencies and level of focus

Develop short list of partners that are of focus and value to the region

Recruit regional partners to augment coverage

Actively engage Account Executives in planning and weekly sales engagement with partners

Actively engaging with key current and potential channel partners including regular partner site visits and calls. Communicating with key individuals at all managed partners at least weekly

• Building, managing and growing channel partner sales pipeline
• Answering technical inquiries
• Conducting quarterly channel partner planning sessions and leading development and implementation of annual channel partner business plan
• Identifying and leveraging opportunities to increase partner enablement and expand Kofax product offerings
• Coordinating co-selling activities and resolving channel conflict
• Growing and maintaining mindshare of sales representatives of channel partners making Kofax products the preferred offering for their customers and prospects
• Creating sales and marketing initiatives to drive revenue in key vertical markets

Supporting the Global Partner Program initiatives

• Creating and executing a territory channel business plan focused on demand creation, sales growth, and partner development
• Keeping current with Kofax product information including sales materials, product roadmaps, product features, use cases and applications, competition and disseminating such to partners as appropriate
• Implementing channel program initiatives and activities with managed channel partners
• Travel when necessary to channel partner events to represent Kofax, and or present Kofax solutions to both channel partners and end customers of channel partners

Identifying, recruiting and on-boarding key resellers and key SI’s

• Working closely with Sales management to identify vertical market, geographic, business process, and Kofax product gaps in the regional partner ecosystem.
• Recruiting partners to fill identified gaps per plan.
• Working closely with newly recruited partners to quickly make them sales-ready.

While 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.

Qualifications

• 5+ years of experience as a Channel/Partner Account Manager, Sales Engineer or Account Executive in the software or a related technology industry. 

• Bachelor’s degree in Computer Science or Information Systems or equivalent experience.
• Prior experience in sales, vendor management, channel partner management

• Experience with both direct and channel sales models
• Experience working with Cognitive Document Automation and/or Robotic Process Automation (RPA) technologies preferred
• Technical knowledge of enterprise capture and Robotic Process Automation (RPA) product capabilities preferred

Key Performance Indicators

License revenue in alignment with Regional Vice President(s) budget performance (overlay)

Skills and Knowledge Required