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Germany — Munich | Sales / Business Development

Partner Sales Manager (m/f/d) - Location: Remote in Netherlands or Belgium

Location: Home Office in Netherlands or Belgium

ABBYY is a Digital Intelligence company. We provide a Digital Intelligence platform that enables organizations to gain a complete understanding of their business. The platform is designed to allow organizations to deploy solutions in standalone configurations or as a tightly integrated extension of industry-leading RPA, BPM and packaged application solutions. 

ABBYY has a worldwide presence with Headquarters in the United States and offices in 14 countries, including Germany, UK, France, Spain, Russia, Cyprus, Ukraine, Taiwan, Hong Kong, Singapore, Hungary, Australia, and Japan. For more information, visit www.abbyy.com/company/.

Main Responsibilities:

 

  • Establish recruitment strategy to onboard target new partners
  • Screen and qualify the target partners based on the strategic roadmap (RPA, SI, Consulting, etc.)
  • Develop strategic plan for partner relationships to drive pipeline and exceed partner revenue objectives
  • Organize partner business planning and execution (including marketing, sales and technical enablement, product, services and territory planning) to achieve assigned objectives
  • Develop relationships with key stakeholders to drive commitment to ABBYY solutions
  • Proactively create the demand and build a sales pipeline for ABBYY solutions and technologies within the Partner segment
  • Closely align with internal groups (e.g. Business Development) to drive joint partner opportunities and build inroads into target partners
  • Build business with selected key end customers and drive this business through relevant key partners
  • Negotiate and execute partnership agreements and work with the partners to on-board their sales team on the value proposition of the partnership
  • Manage demonstrations, seminars, events etc. to present the value proposition of ABBYY solutions to the customer segment in Western Europe
  • Manage project execution on the high level
  • Manage Presale resources for demo, PoC and pilot project scopes
  • Manage pipeline and forecasting across all SI partners
  • Present key functionalities of the organization’s technology-set and applying solution scenarios where appropriate
  • Regular travel to partner locations to support successful business growth with named (key-)partners
  • Represent the company at events/trade shows, as required

 

 

Requirements

 

  • 5-10 years of experience partnering with System Integrators such as Accenture, Deloitte, Cognizant, etc. Additional experience with Solution Providers and VARs is a plus
  • Extensive knowledge of System Integrator organizational structure. Pre-established relationships with key contacts are required
  • 5+ years of experience selling Data Capture and/or BPM / process mining solutions and a working knowledge of RPA and Intelligent Automation, with the ability to articulate these technologies to customers
  • Proven track record of developing a partner channel for enterprise software solutions with the ability to drive revenue directly via enterprise customers
  • Strong sales focus and knowledge
  • Strong ability to build and leverage relationships with partners as well as ABBYY internal groups
  • Experience in business development or similar strategy role
  • Business planning skills as well as knowledge of the SI ecosystem including pipeline management and forecasting
  • Understanding of partner economics and business models
  • Experience in pipeline building with partners including planning, gaining senior sponsorship, delivering training, sales coaching and timely follow up
  • Ability to consistently develop and meet monthly revenue forecasts
  • Entrepreneurial mindset and ability to think strategically
  • Demonstrated proficiency in presentation skills as well as written and verbal communication
  • Dutch business level proficiency, profound knowledge of English language required as well, French language would be a plus

 

 

 

 

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status. Requisition ID: 1341

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