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
• 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

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