ABBYY Careers

Smart jobs for smart technology enthusiasts.

Paris, France - Home Office | Business development/Sales

Partner Account Manager France and Luxembourg (f/m/d)

ABBYY is experiencing a period of strong growth thanks to the continuing drive for Digital Transformation (DX) in enterprise organizations. DX is not new in concept but is being radically disrupted in a positive way by the advent and wide adoption of Intelligent Capture and Robotic Process Automation (RPA), offering automation for business users without reliance on IT to integrate complex and costly automation platforms like BPM. Using advanced techniques incorporating Artificial Intelligence and Machine Learning, ABBYY is strategically positioned in the automation market to provide Content Intelligence solutions to the global community of partners and end-users.

As Regional Sales Manager, you will be responsible for driving partner success by recruiting new partners (system and RPA integrators, consultancies, VARs, etc.), managing and developing of the existing partner network with a strong focus on the sales ensuring ,organization alignment and execution between ABBYY and partners at the regional level.

In this role, you will be responsible for building up and developing relationships with partners, maximizing market share in the region by communicating and executing a solid and aggressive partner development strategy and driving incremental revenue opportunities through the development of joint solutions in the Intelligent Automation space.

Responsibilities

  • Establish recruitment strategy to onboard target new partners
  • Screen and qualify the target partners based on the strategic roadmap (RPA, SI, Consulting etc.)
  • Develop strategic plan for partner relationships to drive pipeline and exceed partner revenue objectives
  • Organize partner business planning and execution (including marketing, sales and technical enablement, product, services and territory planning) to achieve assigned objectives
  • Develop relationships with key stakeholders to drive commitment to ABBYY solutions
  • Proactively create the demand and build a sales pipeline for ABBYY solutions and technologies within the Partner segment
  • Closely align with internal groups (e.g. Business Development) to drive joint partner opportunities and build inroads into target partners
  • Build business with selected key end customers and drive this business through relevant key partners
  • Negotiate and execute partnership agreements and work with the partners to on-board their sales team on the value proposition of the partnership
  • Manage demonstrations, seminars, events etc. to present the value proposition of ABBYY solutions to the customer segment in Western Europe
  • Manage project execution on the high level
  • Manage Presale resources for demo, PoC and pilot project scopes
  • Manage pipeline and forecasting across all SI partners

Additional responsibilities and duties

  • Present key functionalities of the organization’s technology-set and applying solution scenarios where appropriate
  • Regular travel to partner locations to support successful business growth with named (key-) partners
  • Represent the company at events/trade shows, as required
  • Organising training courses for partners in order to increase their knowledge of products/solutions
  • Take over the role of a “Trusted Advisor” for all issues from partners, being the key point of contact for the account

Reporting line

  • Reporting line: Partner Account Manager France and Luxembourg reports directly into the Head of Channel Sales, France & BeNeLux.

Experience

  • Minimum 7 years of experience partnering with System Integrators such as Accenture, Deloitte, Cognizant, etc. Additional experience with Solution Providers and VARs is a plus
  • Extensive knowledge of System Integrator organizational structure. Pre-established relationships with key contacts are required
  • Minimum 5 years of experience selling Data Capture and/or BPM solutions and a working knowledge of RPA and Intelligent Automation, with the ability to articulate these technologies to customers
  • Proven track record of developing a partner channel for enterprise software solutions with the ability to drive revenue directly via enterprise customers
  • Strong sales focus and knowledge

Qualifications/Skills

  • Strong ability to build and leverage relationships with partners as well as ABBYY internal groups
  • Experience in business development or similar strategy role
  • Business planning skills as well as knowledge of the partner ecosystem including pipeline management and forecasting
  • Understanding of partner economics and business models
  • Experience in pipeline building with partners including planning, gaining senior sponsorship, delivering training, sales coaching and timely follow up
  • Ability to consistently develop and meet monthly revenue forecasts
  • Entrepreneurial mindset and ability to think strategically
  • Demonstrated proficiency in presentation skills as well as written and verbal communication

Please submit your application including your CV and covering letter (in English) as well as your salary expectations and earliest starting date to Ms Viktorija Sirvinskyte – Recruiter: viktorija.sirvinskyte@abbyy.com

See other job openings

Enterprise Sales Manager UK (f/m/d) ›

London, United Kingdom or Home Office | Business development/Sales

Sales Manager (f/m/d) Software Licensing Germany ›

Berlin, Germany (100% Home Office) | Business development/Sales

Regional Sales Manager Nordics and Baltics (f/m/d) ›

European Union - Home Office | Business development/Sales