ABBYY Careers

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Inside Sales Executive

USA — Milpitas | Sales / Business Development

Inside Sales Executive

Responsibilities

The Inside Sales Executive will be a relentless hunter prospecting in the accounts of their respective territory, identifying and qualifying sales opportunities to engage, manage and close new business. Beyond the initial close, the Inside Sales Executive will proactively manage his/her installed customer base identifying and driving upsell opportunities and expanding sales of our ABBYY products and services.

Requirements

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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