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France – Remote | Sales / Business Development

Mid-Market Sales Manager, France (f/m/d)

Location: Paris office or Remote within France, UK, Germany, Spain



Are you a sales professional looking to join a growing company? ABBYY is a fast-growing, global software provider that sets the standard for content capture with innovative language-based technologies that integrate across the information lifecycle. Our solutions optimize business processes to mitigate risk, accelerate decision-making, and drive revenue. Through great dedication and passion, we succeed in delivering pioneering solutions across many verticals. We are looking for someone who possesses exceptional sales and partner relationship skills, ability to sell a variety of products in the ABBYY portfolio whilst providing an exceptional partner experience.


As Mid-Market Sales Manager, you will be responsible for driving partner success by managing and growing existing partners (system and RPA integrators, ISVs, etc.), with a strong focus on sales, ensuring organization alignment and execution between ABBYY and partners at the regional level.

In this role you will also be responsible for building and closing a direct sales pipeline, driving revenue opportunities through the development of joint solutions in the Intelligent Automation space and supporting the needs of the business via the promotion of future ABBYY products.

Responsibilities:

  • Onboard and recruit new solution partners
  • Develop and support existing partners and grow new direct sales pipeline
  • Develop strategic plan for new partner relationships to drive recurring revenue targets and exceed partner revenue objectives
  • Communicate ABBYY product roadmaps to achieve assigned objectives
  • Develop relationships with key stakeholders to drive commitment to ABBYY solutions
  • Closely align with internal groups (e.g. Demand Generation) to drive joint partner opportunities and build growth within target partners or accounts
  • Negotiate and execute recurring revenue partnership agreements
  • Manage partner campaign execution to a high standard
  • Manage forecasting across all partners and direct sales within given territory
  • Present and communicate value propositions of ABBYY’s current and future technology-stack
  • Some travel to partner/prospect locations to support successful business growth may be required
  • Represent the company at events/trade shows, as required
  • Organising training courses for partners to increase their knowledge of products/solutions
  • Take over the role of a “Trusted Advisor” for all issues from partners, being the key point of contact for the account

Requirements:

  • 5+ years of experience partnering with ISV’s or similar Partner network
  • Extensive knowledge of partner and mid-market organizational structures
  • 5+ years of experience selling Data Capture and/or BPM solutions and a working knowledge of RPA and Intelligent Automation, with the ability to articulate these technologies to prospects
  • Proven track record of developing a partner channel for software solutions with the ability to drive revenue directly via end-users
  • Strong sales focus and knowledge
  • Strong ability to build and leverage relationships with partners, end-users as well as ABBYY internal groups
  • Proven track-record of achieving sales targets and objectives
  • New business planning skills as well as knowledge of the partner ecosystem including pipeline management and forecasting
  • Understanding of partner and direct economics and business models
  • Experience in pipeline building with partners and end-users including planning, gaining senior sponsorship, delivering pricing, sales proposals 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
  • Profound knowledge of English and French language required, other languages of benefit

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: 1493

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