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USA — Milpitas | Sales / Busisness Development

Senior Business Development Manager, Channel Sales, Process Intelligence


This person is a hunter, critical thinker, self reliant, skilled and energized with the opportunity of calling directly on potential Value Added Reseller organizations to develop demand for our solutions and services. You are a seasoned team player possessing deep experience in channel and direct sales.  You are a leader and will be responsible for building your region from the ground up.  You will be measured on the success of your channel business plan within your geographical region.  Your plan focuses on end user demand creation, partner development, pipeline growth and development and most importantly - driving the assigned level of sales revenue for ABBYY and your partners. 


ABBYY is proud to offer remote employment opportunities for this role.

Key Responsibilities

You will have frequent interactions with the Vice President of Sales, VARS/Distribution on both short term responsibilities and long term sales strategies.  You are responsible to design, develop and execute your annual Go To Market Plan for your region. Your time will be spent on developing your own book of business via calling directly on executive level clients within education, government and commercial accounts stimulating and creating demand for ABBYY solutions. Fulfillment for these solutions will come from your own set of ABBYY Partners or other channels as directed. You will design and communicate the business goals and plans of your Region to your channel partners and then execute with strong collaboration with all ABBYY departments to make your plan happen.  It is expected you will build solid relationships at all levels of management and continuously stay in contact with your channel partners and end users by phone, email, CRM/PRM portal and face to face meetings.   This is a consultative sales role. Being skilled at focusing on and understanding the clients work flow and where ABBYY solutions can improve their operations and productivity is important.  You will be responsible for providing in-depth demos and solution selling to both current partners and end user prospects. Playing an active role in closing business and managing the sales pipeline is a critical part of this position’s responsibilities. You will negotiate, execute and manage all business arrangements within your area of responsibility. 


  • 4-year Degree or equivalent Work Experience

Mandatory Skill Sets and Qualifications

  • 5+ years of data capture and document imaging software solution selling to End user organizations and established resellers in the Data Capture and Document Imaging industry is a must.  
  • 5+ years of proven Direct Sales of complex software solutions experience to VARs and Distributors.
  • 5+ years of proven sales success in managing $2M+ annual sales targets
  • 5+ years experience of utilizing CRM


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


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


ABBYY is a global organization dedicated to developing data management and content capture solutions. Learn more about our products, services, and story at

ABBYY is an Equal Employment Opportunity employer that values the strength that diversity brings to the workplace.

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