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ABBYY USA | Business development/Sales

Regional Manager, VAR Sales Manager – Connecticut Metro (NY, NJ, MA) or Dallas/Austin Regions

ABBYY USA Inc, a private, fast growing, world-wide software company with over 30,000,000+ people utilizing ABBYY software is currently seeking a top notch solutions selling Regional Sales Manager, VAR Sales for our growing organization.  

General Description 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. 

Major 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. 

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

    Minimum Qaulifications:

    • Proven VAR Sales and Partner Development Skills in data capture document imaging solutions 
    • Professional in the art of the face to face Sales calls with Executive level end users communicating the ABBYY value and Return on Investment
    • Understands how to be a “Sales Manager and Coach” to your assigned Channel Partners Sales Representatives
    • Able to develop and execute a Regional and Partner Go To Market Plan that achieves both your own and your Partners revenue and profit margin objectives.
    • Able to develop competitive win-back programs to help re-gain lost business or protect partners from competitive encroachment.
    • Solid grasp of the Sales Process and opportunity pipeline management
    • Proven ability to consistently develop and meet monthly revenue forecasts
    • Strong collaborative skills when working with ABBYY Senior Management in negotiations, development and maintenance of  contracts
    • Strong developer of superior customer and partner relationships
    • Ability to analyze business and customer needs to create effective results.
    • Proven capability to provide research, analysis and proactive ideas to issues affecting the business
    • Experienced in developing business solutions for clients and communicating the resulting benefits through design documents, written proposals, and presentations
    • Experience in managing the full sales cycle with new partner and end user client accounts 
    • Proven track record of developing new areas of opportunity within client organizations
    • Experienced in the use of Salesforce.com or similar automated CRM/PRM tools
    • Skilled at developing proposals and responses to RFI’s and RFP’s
    • Demonstrated proficiency in presentation skills, written, and verbal communications using Microsoft Office

    Education:

    • 4-year Degree or equivalent Work Experience
    • ECM certified or able to complete certification within 60 days of hire

More details:

Benefits

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

Contact

Complete an application at iwanttowork@abbyy.com

About ABBYY

ABBYY is a global organization dedicated to developing data management and content capture solutions. Our US office is based in Silicon Valley, with many more team members spread across the nation. We’re an organization that values our relationships, whether it’s with our colleagues, customers, or partners. Offering a competitive compensation package (DOE), benefits, and great work-life balance opportunities, we’re the company you’ve been looking for in your next career move.

Learn more about our products, services, and story at www.abbyy.com.

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ABBYY HR team

If you think you’d be a good fit for our team, we’d love to talk!

You can apply by sending your CV on iwanttowork@abbyy.com with the name of the vacancy in subject

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