Job Purpose:

The Channel Account Manager establishes, develops and maintains strong professional relationships with Kofax’s key channel partners within their assigned territory.  As a vital element of the Partner Strategy and Development team, the Channel Account Manager works closely with the Kofax Sales team and Channel Program Team to build and grow a successful pipeline of channel partner revenue. 

IDENTIFYING, RECRUITING AND ON-BOARDING KEY RESELLERS AND KEY PARTNERS

• 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.

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
• 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

This role should also be part of sales account managers detailed plans and active engagement with them.

Key is to drive partner accountability and revenue

Required Skills

Strong writing, editing and presentations skill are required. Demonstrated experience and ability to establish and build successful and profitable channel partner relationships is essential.  Travel will be required.

Required Experience

Qualified candidate should possess 5+ years of experience working with and/or managing channel partners in the software or a related technology industry.  Experience with both direct and channel sales models are preferred.  Candidates should be very motivated and driven by the partners' revenue for success.

KOFAX, INC. IS AN EQUAL OPPORTUNITY EMPLOYER, M/F/D/V

Strong writing, editing and presentations skill are required. Demonstrated experience and ability to establish and build successful and profitable channel partner relationships is essential.  Travel will be required.