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Milpitas, CA, USA | Business development/Sales

Account Manager, Licensing Sales

About the position

ABBYY is a global company setting the standard for content capture with innovative language-based technologies that integrate across the information lifecycle. Our solutions optimize business processes to mitigate risk, accelerate decision-making, and drive revenue. Through great dedication and passion, we succeed in delivering pioneering solutions across many verticals. We are currently looking for a driven and creative professional to join the ABBYY community.

Our licensing Account Managers are responsible for existing, new, and potential accounts for our ABBYY Licensing products and services. The Account Managers manage existing customer accounts, maintain and expand sales, building and maintaining a sustainable pipeline of business opportunities, and negotiating and growing such opportunities throughout the sales cycle through closing. Our ideal candidate is driven to succeed and is ready to launch the next phase of their career.

Key Responsibilities

  • Customer Management: Manage and develop relationships with existing customers to achieve assigned sales quota goal by understanding the assigned customers’ current use of and needs for ABBYY products and services, knowing the vertical market plus related products and competitors, being a trusted advisor for key contacts within the account, and anticipating the customers’ future roadmaps and aligning strategies to upsell new products.
  • Customer Retention: Continue to retain existing business revenue in assigned customer accounts.
  • Sales: Identify identifying new growth opportunities in assigned customer accounts. Expand new business revenue by upselling additional products and services, or penetrate additional departments within the client’s organization. Identify sales opportunities and work with Business Unit leaders to develop and execute against appropriate sales action plans.
  • Subject Matter Expert: Develop and maintain a clear and current understanding and knowledge of ABBYY’s products and services offered, and their applicability to the customers’ business needs/challenges. Gain a thorough comprehension of differences between various Engine SDKs and applications, knowing when to expand to different products if client requirements change.
  • Collaboration: Work with ABBYY’s internal Professional Services team or Client Training programs when applicable. Manage technical support cases and assist ABBYY support teams. Escalate issues to HQ product engineering and product development teams when and as necessary. Work with licensing renewal team to ensure that any Sales Maintenance and Upgrade Agreements are renewed by customer prior to expiration.
  • Contract Management: Maintain customers’ runtime and software licensing agreements by understanding current licensing model and license restrictions, proactively renew or terminate contracts when close to term EOL, and amending agreements for new products or offerings and pricing.
  • Pipeline Management: Provide ABBYY management comprehensive forecasting data through timely and accurate information and data entry to Salesforce. Actively manage information for pipeline by timely entering and maintaining accurate information into the system about all respective potential sales opportunity their stage tracking, account history and critical activities.
  • Travel: Some travel required.

Mandatory Skill Sets and Qualifications

  • High school diploma or equivalency
  • Minimum 1 year of work experience in sales and/or account management
  • Excellent written and verbal communication skills
  • Proven sales capabilities with the ability to exceed individual monthly and quarterly quotas goals
  • Outstanding organizational and time management skills to ensure top priorities are consistently pursued
  • Strong Customer focus / orientation
  • Flexible and comfortable with and able to effectively work in ambiguous situations
  • Demonstrated collaboration and teamwork capabilities
  • Effective analytical and problem solving skills
  • Possess strong work ethic, pride in work and resilient bias for results
  • Fluency with CRM systems such as Salesforce and tools; HubSpot, ZoomInfo, etc.

More details


Medical, Dental, Vision, 401K, Life Insurance and more


DOE – ABBYY offers a competitive compensation package and an exciting career for motivated and skilled individuals.


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