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Milpitas, CA | Business development/Sales

Senior Sales & Business Development Manager

ABBYY North America is looking for an experienced sales representative to join our Enterprise Sales team. The Senior Sales & Business Development Manager will be located in the Central Region of the US, working to expand our market position by locating, developing, defining, negotiating, and closing business relationships, in addition to serving as the primary ABBYY USA point of contact for the region. The position requires selling products and services that include but are not limited to ABBYY FineReader Engine SDK, FlexiCapture, Mobile OCR SDK, Recognition Server, FlexiCapture Engine, cloud-based solutions, and Professional Services to assigned and new customers. The person filling this position is expected to qualify, track, and follow up on leads generated by the ABBYY marketing organization, and is responsible for the coordination of the entire sales process. This includes but is not limited to communications with the customer, communications within ABBYY, and any other items that may be assigned by the Director of Business Development.

Key Responsibilities

  • Sell ABBYY products and services to meet the assigned monthly revenue quota. Geographic coverage is primarily USA, but may include some activity in Canada, Mexico, and Central America
  • Source and Develop new and expanded sales prospects, negotiate sales agreements, and close sales opportunities
  • Provide overall sales and account management support for any new or existing customers as assigned
  • Develop and maintain a communications strategy for assigned and closed customers. Strategy may include some combination of phone calls, emails, onsite visits, or marketing type contacts on a defined and regular basis.
  • Create and update Accounts, Opportunities, Trials and Orders within ABBYY’s SalesForce Customer and Partner Relationship Management system (CRM and PRM). Maintain and update assigned leads, accounts and opportunities in SalesForce and ensure the information in SalesForce is completely up to date
  • Work with Inside Sales to qualify opportunities and identify the decision maker, the business need, available budget, one or more suitable ABBYY solutions and the expected timeline
  • Actively participate in product training sessions, meetings, team and skills building activities and professional development classes. Work with the ABBYY USA Presales and Training teams to coordinate product demonstrations and/or product training to prospects and customers
  • Successfully manage SMUA (Support Maintenance and Upgrade Assurance) contracts
  • Take direction and collaborate with the Director of Business Development to determine essential monthly and yearly sales objectives and responsibilities
  • Prepare for and provide data and information as needed to attend sales team meetings that focus on revenue performance, forecasts, and customer satisfaction initiatives

Skills, Experience and Qualifications

  • Bachelor’s Degree (4-year degree), preference of Business or related study
  • 10+ years of outside sales experience
  • 3 years plus selling data capture products (including but not limited to Optical Character Recognition (OCR)
  • Outstanding verbal and written communication skills and is exceptional in communicating via phone, email, SMS, Skype and webinar technologies
  • Highly proficient level computer skills including Microsoft Office, SalesForce, Internet, Webinar and social media tools
  • Excellent telephone sales skills
  • Proficient organizational skills and product presentation skills
  • Excellent time management skills
  • Closing, prospecting, sales planning, and territory management skills
  • Self-directed individual who can work effectively in remote or office-based environments
  • Flexible and able to effectively manage changes in priorities and/or business demands.
  • Experience selling subscription based products and services, mobile solutions, ECM platforms, workflow solutions, A/P Automation, document classification tools, Natural language processing (NLP) solutions – Preferred
  • Fluency in verbal and written Spanish – A plus

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