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Germany — Munich | Sales / Busisness Development

Sales Manager Eastern Europe

Location: Home office within Germany


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



Responsibilities include:


  • Responsibility for the development of Direct Business with New Enterprise Customers
  • Co-ordinate the roll out of our direct customers with our channel partners
  • Identification of new opportunities and development of new name business in the 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:


  • Profound experience of software and IT solution sales in Eastern Europe
  • 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
  • Polish business level proficiency and profound knowledge of English language is required
  • 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

Skills, Experience and Qualifications:

Regional Focus: Eastern Europe (focus on Poland)

Functional Area: Direct Sales



For Eastern Europe we are looking for a Sales Manager, 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.



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