ABBYY is a global company that sets the standard for content capture with innovative language-based technologies that integrate across the information lifecycle. Our solutions optimize business processes to mitigate risk, accelerate decision-making, and drive revenue. Through great dedication and passion, we succeed in delivering pioneering solutions across many verticals. Currently, we’re look for driven and creative professionals to join the talented ABBYY community.

As the SI Alliance Manager, you will be responsible for driving partner success by recruiting, managing, developing and growing all aspects of System Integrator relationships for ABBYY across North America with a strong focus on the U.S. The SI Alliance Manager will specifically be responsible for ensuring sales and organization alignment and execution between ABBYY and SIs at the regional level.

In this role, you will be responsible for building up and developing relationships with SI organizations, 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.

Key Responsibilities:

• Establish recruitment strategy to onboard target SI partners
• Develop strategic plan for SI 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 SI stakeholders to drive commitment to ABBYY solutions
• Closely align with internal groups (e.g. Business Development) to drive joint SI opportunities and build inroads into target 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 pipeline and forecasting across all SI partners
• Present key functionalities of the organization’s technology-set and applying solution scenarios where appropriate
• Frequent travel to clients, partners, tradeshows, or other work-related meetings

Mandatory Skill Sets and Qualifications:

• High diploma or equivalency
• Minimum 5 years of experience partnering with System Integrators such as Accenture, Deloitte, Cognizant, etc.
• Extensive knowledge of System Integrator organizational structure
• 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
• 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 SI 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.

More details:

Location

Remote, home office

Compensation

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

Benefits

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

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.