ABBYY Careers

Reimagine your future with boundless opportunities and a team who champions your success.

Channel Sales Director, EMEA (f/m/d)

Germany – Remote | Sales / Business Development

Channel Sales Director, EMEA (f/m/d)

ABBYY powers intelligent automation. We reimagine the way people work and how companies accelerate business by delivering the intelligence that fuels automation platforms. Our solutions transform enterprise data and empower you with the insights you need to work smarter and faster.   We help more than 5,000 companies globally, including many of the Fortune 500, to drive significant impact where it matters most: customer experience, profitability, and competitive advantage. 

We bring together top experts from all over the world to form our growing team of 1,300+ employees. Our offices are based in 15 countries with headquarters in the United States. Joining ABBYY’s Sales team means being part of a professional community who enables your success. Our flat hierarchy allows employees across the world and functions to make a direct impact on our business strategy, while people programs like health and fitness challenges, Volunteer Time Off policy, internal lectures, and social events foster teamwork and work-life balance.

With a 30+ year history, ABBYY has built up an enviable position in the Intelligent Automation market with a globally recognised brand and solutions that have been adopted by 1000's of organisations. A key part of our success is the strong partner base we have developed ranging from local resellers, regional solution providers, GSI's, BPO's and ISV's. And now we are looking to further invest in our go to market with a sales driven Channel Director for EMEA.

The Channel Sales Director EMEA will be responsible for driving all go to market engagements with our partner ecosystem in the region with dual line reporting to the VP Sales Europe and Global Channel Chief. While we already have many 100s of partners we are seeking an individual who can help drive focus on our growth accounts and selectively increase those with partners that offer the potential to help further drive ABBYY's aggressive growth.

Key to your success will be the ability to manage a diverse team with experience in a matrix reporting environment while taking a front seat approach to driving sales. We invite you to join our team. Reimagine your future with countless opportunities and a team who champions your success!

Key Responsibilities:

  • Grow the New Annual Recurring Revenue from partners for the region
  • Identify new growth reselling partners and ISV's to licence our technology
  • Ensure there is a plan in place for the top growth partners to focus attention on accelerating new business acquisition
  • Drive excellence in approach to monthly forecasts and pipeline development
  • Lead a team of Partner Account Managers and ISV sales leads
  • Develop close collaboration with Partner Enablement, Partner Marketing and Pre-sales in the region
  • Drive all activities with a customer first mentality
  • Always look to engage top end-user prospects directly to help drive influence for channel deals
  • Build a strong relationship with all enterprise sales heads across the region. ABBYY operates a 'frictionless' model where direct and indirect sales people are compensated generously to ensure close collaboration
  • Drive adoption of the Global Channel Program


  • University or equivalent degree or training required
  • Must come from an Intelligent Automation background, likely having been in a similar role at another automation vendor such as RPA, IDP, BPM, etc. (we are not looking for individuals from a traditional Capture/OCR background)
  • Must show experience of enterprise sales as well as partner sales (we are not seeking someone with only channel experience)
  • While experience is important for this role, we are looking for someone that is keen to take the next step in their career with high motivation to succeed and prove themselves
  • Experience in working with international and remote teams
  • Profound knowledge of English language, business level German or further languages would be of benefit
  • Strong presentation and communication skills required
  • Flexibility to travel as needed (following the local Covid restrictions and regulations)

We enable you to:

Be a Trusted Advisor

Our global expertise includes various industries, such as Financial Services, Insurance, Transportation & Logistics, Healthcare, Government, and Legal. We are a significant player in the RPA and broader intelligent automation market through strategic partnerships and embedded technology licensing with leading vendors. As part of our team, you're a member of a trusted community that continually strives to achieve the best results for our customers.

Be Limitless

Every opinion counts. Our flat hierarchy allows team members from across the globe and functions to propose and collaborate on new ideas. We provide several opportunities for feedback, both from leaders and directly to our managers. The leadership team at ABBYY is ready to chat about your ideas and your colleagues are ready to support you.

Be Flexible

Work-life balance looks a little different for everyone. Employees regularly collaborate with their managers to design a workday that works best with flexible hours. Our different time off programs allow employees to set aside personal time for educational conferences, volunteering, and other activities. Let’s find the balance that allows you to be your most successful.

Be Yourself

The success of our employees is a top priority for us. We value a culture of trust, collaboration, and respect by fostering open communication, a continuous cycle of feedback, and recognition. We know every team member brings unique value and aspirations. Grow your career through our learning development programs and be supported by our employee resource groups and other people programs. We can’t wait to learn more about you.

ABBYY is an Equal Employment Opportunity employer that values the strength that diversity brings to the workplace.


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