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Germany — Munich | Sales / Busisness Development

Solution Architect

Location: Belgium or Netherlands



Overall Purpose


Function as part of the team of Customer Enablement colleagues having expertise in an approved ABBYY product Solution Focus Area (SFA) for the purposes of expanding the reach of the ABBYY sales organization into emerging and/or popular market segments. As a subject matter expert in one or more SFA, the Solution Architect will develop a deep understanding of the SFA in general (i.e. industry-wide) and ABBYY’s related product contribution specifically. Engage with clients, partners and the wider sales organization in technical and functional pre-sales activities to ensure successful adoption of ABBYY products to support the solution(s). Help gather requirements for integration of ABBYY products with other SFA components. Develop and deliver SFA-Specific demonstrations, proposals, Proofs-of-Concept and best practices for new prospects and clients.

{SFA Examples: Business Process Outsourcing (BPO), Robotic Process Automation (RPA), Enterprise Solutions}



Key Responsibilities


  • Provide technical/project consultancy in support of sales colleagues at client meetings and on conference calls to discuss, define and capture customer requirements
  • Work with sales teams to exploit the commercial opportunities for the ABBYY range of products and solutions within the SFA
  • Engage with partners and direct customers to promote ABBYY technologies with the SFA
  • Responsible for Solution Architecture from requirement capture and design to implementation handover
  • Provide SFA expert knowledge to members of the Sales, Service and Solution Delivery teams and help to ensure projects are delivered on time, to specification and within budget
  • Develop and maintain a subject matter expert (SME) level of knowledge of ABBYY products in order understand, document, and demonstrate how ABBYY adds value to the SFA
  • Support strategic engagements on an as-needed basis providing feedback and knowledge or by providing a presence either on conference calls/web-sessions or in person
  • Maintain entries to Salesforce and other systems of records as required and ensure open, collaborative communication with peers and the wider sales organization



Skills/Knowledge and Qualifications


  • Bachelor’s degree, preferably in IT oriented studies
  • Minimum of 2 years work experience within the software industry in a similar role
  • Knowledge of one or more Solution Focus Area (e.g. RPA, BPO, Enterprise, etc.)
  • Exceptional written communication in English. This role requires an ability to understand and articulate both the business benefits (value proposition) and technical advantages of ABBYY products and solutions
  • Fluent in spoken English, Dutch and French. Other languages are definitely a plus
  • Demonstrated ability to make and take responsibility for decisions on technical issues
  • Negotiation and problem solving skills
  • Experience participating in complex projects - must have ability to take charge of tasks and drive results
  • Able to work independently and make calculated decisions quickly, but is able to function within a global team as well
  • Resilience and ability to handle stressful situations effectively while managing several tasks
  • High-level competence with modern development paradigms (e.g. Web services, Virtualization, Containers, mobile apps), basic programming skills and an understanding of typical enterprise IT environments (Windows Server / Linux, SQL, Azure, AWS)
  • Readiness to travel up to 40-50% of time


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