Partner Technical Sales Specialist

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Kofax software enables organizations to Work Like Tomorrow™—today. The Partner Technical Specialist establishes, develops, and maintains strong professional relationships with an assigned Kofax global strategic partner, operating in a designated geographic area. The Partner Technical Specialist will be responsible for providing pre-sales support on Kofax’s Print Automation portfolio, including flagship products such as Kofax ControlSuite, Printix and Power PDF.

The Partner Technical Specialist Is Responsible For

• Assisting the assigned partner and Kofax Sales team in providing commercial justification and ROI scenarios, tailored to the customers strategy and future state
• Conducting customer demonstrations, demo lab installs and product trials and track the successful progression
• Attending partner events and tradeshows
• Delivering technical workshops and advanced product deployment trainings
• Supporting Proof of Concepts (PoC) and pilot design and delivery
• Preparing standard and custom demonstrations for assigned partner and Kofax Sales Account Executives
• The handling of all pre-sale’s technical issues professionally and efficiently
• Maintaining in-depth knowledge of Kofax products
• Responding to technical questions in RFI/P/Qs
• Sharing “Best Practices”
• Providing feedback to Product Development regarding new features or enhancements on improving product performance
• Work with Kofax sales teams, preparing Kofax Professional Services for efficient implementations by professionally managing the transition from pre-sales to post-sales
• Serving as a point of contact for assigned global strategic partner technical pre-sales issues
  
  

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.

Required Skills

All Partner Technical Specialists 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 Kofax Sales Process. Presentation skills at this level should include instances of presenting to any size audience.

• 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 Partner Technical Specialist will be required to manage multiple sales campaigns at any given time.

• Industry/General Technology Knowledge
  
  

The Partner Technical specialist should have at least a high-level understanding of the following:

• Print Management, Capture and PDF products
• Print Automation Print and Scan channel sales through first hand experience
• Optical Character Recognition
• Digital print and IT infrastrucutre environments
• Printer manufacturer embedded platform frameworks
• Network technologies: OSI Layers, TCP/IP, Subnets, Ports, Routing, DNS, DHCP, SNMP
• Communication protocols: POP3, IMAP, SMTP, EWS, FTP, SMB
• Web services: WSDL, SOAP, OpenAPI, REST, JSON, sync + async
• Scritping: VBScript, Java Script, Visual Basic, Visual Studio, HTML
• Databases: basic knowledge of SQL, SQL vs NoSQL, load balancing, TDE
• Architecture: nTier vs. client/server, load balancing, High Availability and disaster recovery
• Security: authentication (AD, LDAP, OAuth, OpenID, 2FA) + application security (encryption methods for data at rest + data in transit)
• Cloud: private vs public, IaaS/PaaS/SaaS, and NIST and CSA cloud criteria
  
  

Kofax, Inc. is an Equal Opportunity Employer M/F/Disability/Vets

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

• 5 -7+ years’ experience supporting a solution sales team in the pre-sales technical role
• Bachelor’s degree in information systems, computer science, information technology or a related discipline, or equivalent years of experience.
• Professional presentation experience, including presenting to large audiences
• Business analysis at both the IT and LOB level
• Understanding Intelligent Automation, Capture, Print and Output Management marketplace and competitive landscape is preferred
• Understanding of Kofax Software Print Automation solutions and value propositions such as ControlSuite, Printix and Power PDF is preferred
• Experience supporting cloud solutions, including Term on Premise / SaaS models
• Experience working with various partners/channel organization
• Experience in the print automation industry
• Experience in selling software to enterprise-level customers
• Experience in business process management, image capture is ideal
• Can give examples of becoming their customer’s trusted advisor
• Has specific industry experience, such as in Banking, Insurance, Government or Healthcare
• Able to travel up to 50%