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USA — Milpitas | Sales / Business Development

Senior Business Development Manager - Flexible Location

The Business Development Manager (BDM) works cross-functionally on a global team to increase our strategic partnership and sales opportunities focusing particularly on existing customers/partners (with account penetration and scale the primary aim). As a team, Business Development helps nurture and build an ecosystem of partnerships while helping to drive business directly at the enterprise level, resulting in significant impact on revenue in his/her organization. The BDM also works collaboratively across ABBYY’s direct enterprise and indirect channel sales teams worldwide, to ensure proper support is in place to manage the new introductions and opportunities that arise from their activities. To be successful in this role, the BDM maintains strong internal and external relationships, and invests time to understand on company goals to continue enhancing our performance.  Revenue development of the target accounts is the primary success measurement factor.


  • Drive revenue growth across the strategic partner and GSI ecosystem, by prospecting for potential new strategic partners in assigned market through research, cold calling, identifying and meeting with key decision makers, networking, building and maintaining relationships, and developing plus presenting pitches on the benefits of partnering with ABBYY
  • Work with a cross-functional team to develop proposals, while using various sales styles to persuade and negotiate with potential partners to sign, as well as drive end-user engagements toward global MSA’s, and sign license agreements with software vendors / sign partnership agreements with global consultants and system integrators
  • Connect internal departments to their strategic accounts to encourage collaborative work across sales, marketing and product development, and ensure partner needs
  • Attend industry functions. such as tradeshows and conferences, as a representative of ABBYY.
  • Identify opportunities for campaigns and distribution channels that will lead to an increase in sales, and use knowledge of the assigned market and competitors to identify and develop the ABBYY’s unique selling propositions and differentiators.
  • Ensure regular updates on progress by maintaining an accurate pipeline and activity log by regularly updating and managing data in Salesforce, while also arranging and participating in internal and external client debriefs. Work with marketing staff to ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner.


  • Enterprise solution sales experience with history of meeting and/or exceeding sales/revenue goals
  • Experience prospecting, cold calling, networking, and building a pipeline of new strategic relationships
  • Experience establishing partnerships with GSIs (Global System Integrators) 
  • Experience closing deals for strategic relationships and/or new customers
  • Excellent telephone sales skills
  • Strong knowledge and experience communicating via phone, email, SMS, Skype, and webinar
  • Territory or vertical management
  • Experience orchestrating strategic relationships to amplify their company’s success in their assigned market
  • Strong research skills with ability to learn about assigned market 
  • Strategic thinker, focused on long term success while ensuring ABBYY is generating revenue in the short term from our ecosystem of partnerships
  • Analytical mindset, able to identify current and future customer needs and challenges
  • Strong experience public speaking and presenting
  • Outstanding verbal and written communication skills
  • Advanced proficiency with English  
  • Excellent organizational skills
  • Excellent time management skills
  • Strong work ethic with entrepreneurial focused attitude vital to ensure continued innovation and growth
  • Able to maintain professionalism in a fast-paced environment 
  • Self-directed individual, able to work effectively in both remote and office environments
  • Strong computer skills including experience with Microsoft Office Suite, CRM tools like SalesForce, Internet, Webinar, and social media tools
  • Education: List minimum education required to be considered for the position and preferred education or specific majors.
  • Bachelor’s Degree (4-year degree), preference of Business or related study, or equivalent work experience
  • Experience: (List minimum years and types of experience required to be considered for the position.)
  • 3 to 5 years of sales, business development, or System Integrator experience  
  • Desired Skills: 
  • MBA – Masters Business Administration 
  • Experience in the data analytics / data mining industry    
  • Experience in the RPA / Process Automation / AI industry 
  • Experience in the OCR / Data Capture Industry 
  • Fluent in Russian, Spanish, German, Japanese, or other languages


  • 4 year degree or equivalent

Comp and Benefits

  • ABBYY offers a competitive compensation package and an exciting career for motivated and skilled individuals. Benefits include Medical, Dental, Vision, 401K, Life Insurance and more.

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