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Spain — Barcelona | Sales / Busisness Development

Sales Manager Iberia

Location: Barcelona or home office in Spain

Regional Focus: Iberia

Functional Area: Direct and Partner Sales

 

 

For our office in Barcelona, Spain, we are looking for a Sales Manager (f/m/d), who locates, develops, defines, negotiates, and closes business relationships. ABBYY has a partner-first strategy and, as such, this role needs to drive business directly and execute deals through partners. The ideal candidate is experienced in software sales, with an entrepreneur mind-set and ready to promote our portfolio to a variety of audiences in a B2B setting. ABBYY’s Solution Sales Team is a group of dedicated and passionate professionals, committed to growing ABBYY’s brand by prospecting, qualifying incoming leads, pursuing new accounts, and maintaining relationships with existing clients and partners. This position requires a flexible, adaptable, fast-paced resource that can thrive in a changing and fast growing software sales environment.

 

Responsibilities include:

 

  • Responsibility for the development of Direct Business with New Enterprise Customers as well as setting up new channel partners
  • Identification of new opportunities and development of new name business in your region
  • Source and develop new and expanded sales prospects, negotiate sales agreements, and close sales opportunities
  • Illustrate, communicate and sell complex, value-based solutions to the CXO and executive level within the mid- to top-tier market place
  • Develop and maintain a communications strategy for assigned customers, and build and apply key account development strategy for selected key accounts within the set of customers
  • Partner with the ABBYY Presales and Training teams to coordinate solutions demonstrations and/or product training to prospects and customers
  • Participate in product training sessions, meetings, team and skills building activities and professional development classes
  • Prepare and provide data and information as needed for sales team meetings that focus on revenue performance, forecasts and customer satisfaction initiatives
  • Maintain and update assigned leads, accounts, contacts and opportunities in SalesForce
  • RFP/RFQ management in your region, elaboration of offers, negotiation until contract closure

 

Additional Responsibilities and reporting line:

 

  • Provide overall sales and account management support for new and existing customers and selected partners
  • Develop relationships with key stakeholders at selected partner to drive ABBYY solution sales generated directly
  • Report-to the regional manager of Iberia to determine essential monthly and yearly sales objectives and responsibilities

 

 

Skills, Experience and Qualifications:

 

  • Profound experience of software and IT solution sales in Iberia
  • University/Master’s degree or equivalent combination of education and experience
  • 3+ years selling enterprise software and/or SaaS
  • Hunter/Closer mentality being able to generate new business on CXO/executive level
  • Partner sales experience is a plus
  • Closing, prospecting, sales planning and territory management skills
  • Well-founded business/contact network
  • Outstanding verbal and written communication skills
  • Excellent telephone sales skills
  • Spanish business level proficiency, profound knowledge of English language required as well, Portuguese is a plus
  • Excellent time management and prioritization skills
  • Highly proficient level of computer skills including Microsoft Office, SalesForce, Internet, Webinar and social media tools
  • Self-directed individual who can work effectively in remote or office-based environment
  • The position is based in Barcelona, Spain or Home Office in Spain
  • Willingness to travel to clients meetings up to 70% of the time within Iberia region

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