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Australia — Sydney | Sales / Business Development

Enterprise Sales Executive

Requirements

  • 7+ years of enterprise solution sales experience with history of meeting and/or exceeding sales/revenue goals;
  • Proven track record with complex Software/SaaS/Professional Services sales or related;
  • Proven ability to build and maintain relationships and communicate across all levels in an organisation including C-Level;
  • Extensive experience in closing multi-year, high-value solution sales with new and upsell customers;
  • Extensive experience prospecting, cold calling, networking, and building a pipeline of new strategic relationships;
  • Experience establishing partnerships with GSIs (Global System Integrators);
  • 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 in public speaking and presenting;
  • Outstanding verbal and written communication skills;
  • Advanced proficiency with English;
  • Excellent organisational 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, Webinars, and social media tools;
  • Have valid working rights in Australia.

Desired skills

  • Experience in the OCR / Data Capture Industry;
  • Experience in the process intelligence/data analytics/data mining industry;   
  • Experience in the RPA/Process Automation/AI industry;
  • Experience in leveraging the ecosystem of SI's existing services & relationships across accounts.

Responsibilities

  • Strategically drive revenue within large Enterprise Accounts across multiple industry verticals ensuring your personal quarterly and annual revenue targets are met or exceeded;
  • Penetrate accounts at C-Level through executive briefings and meetings, and develop an intimate understanding of the customer's business, technical challenges and organisational structure, and document using appropriate systems;
  • Drive revenue growth across our strategic partner and GSI ecosystem, by prospecting for potential co-sell new and upsell opportunities; cold calling, identifying, and meeting with key decision makers, networking, building and maintaining relationships, and developing/delivering presentations on the benefits of ABBYY and our solutions with our partners;
  • Working through a professional sales process, utilising a team-based approach to selling – including, but not limited to – Sales Engineering, Customer Success, and Professional Services;
  • Work with a cross-functional team to develop proposals, while using various sales styles to persuade and negotiate with potential customers/partners to commit and sign licence agreements;
  • Develop and implement a sales and marketing strategy including strategic account and close plans;
  • 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 client debriefs and opportunity close plan reviews;
  • Connect internal departments to their strategic accounts to encourage collaborative work across sales, customer enablement, product development and marketing;
  • Attend industry functions, such as tradeshows and conferences, as a representative of ABBYY;
  • Supporting and responding to marketing-based leads.

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