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Mid-Market Sales Executive

USA — Milpitas | Sales / Business Development

Mid-Market Sales Executive

Responsibilities

  • Consistently hit or exceed quarterly sales quotas
  • Proactively identify sales opportunities with new and existing customers and build an active sales pipeline in your target territories
  • Drive ARR by focusing and acquiring new subscription and cloud sales
  • Develop strong working relationships with channel partner sales reps to uncover new opportunities and co-sell to end customers
  • Assess prospects requirements for ABBYY solutions
  • Effectively position ABBYY’s offerings to address prospects requirements
  • Deliver medium-level demonstration of ABBYY’s solutions, leveraging Solution Consulting resources as and when necessary
  • Negotiate prices and terms and prepare sales agreements
  • Collaborate with other functional areas to manage the complexity of an enterprise sales cycle
  • Aggressively drive upsells and cross-sells in existing customer base to ensure a high level of account penetration
  • Provide accurate forecasting/pipeline information to management using SFDC
  • Prospect and sell ABBYY products and services in defined territory to meet the assigned quarterly revenue quota
  • Develop strong working relationships with channel partner sales reps to uncover new opportunities and co-sell to end customers

Requirements

  • 2+ years successful sales track record of prospecting into new territories, positioning & selling enterprise software solutions to mid-market accounts
  • Experience selling or managing accounts for SaaS solution, ECM, Process Mining, or BI solutions a plus
  • Track record of quota attainment/over performance
  • Ability to penetrate accounts and close business without relying on many onsite and in-person meetings is a strong plus
  • Skill in navigating organizations to find and engage the right contact
  • Proven experience of leveraging Salesforce in documenting and tracking sales activity and pipeline
  • Strong research skills with ability to learn about assigned market
  • Familiarity with modern sales tools, including Zoominfo, LinkedIn Sales Navigator, Hubspot, etc.
  • Excellent interpersonal, communication, presentation and writing skills

Education

  • Bachelor's Degree (4-year degree), preference of Business or related study, or equivalent work experience
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