ABBYY is a leading provider of document conversion, data capture and linguistic software based in Milpitas, Ca. The key areas of ABBYY's research and development include document recognition technologies and applied linguistics. We have over 42 different products in the market and ABBYY is an international company with over 880 employees worldwide . ABBYY products are being sold in more than 130 countries around the world through an extensive network of regional and international partners. The overall number of users of ABBYY products, which range from end user applications for PC and mobile devices to enterprise solutions and development tools, exceeds 30 million people according to internal research. We have no debt, we have been growing the business at over 30% and anticipate improving our leadership in product categories moving forward.
Solutions Account Executive- Must have extensive background in selling services to clients
Territory:
North America
Location:
ABBYY USA Milpitas office
Position Description:
The Solutions Account Executive (SAE) will drive Professional Services revenue by bringing a strong foundation of strategic services experience and applying a consultative approach to selling solutions that include product and services to solve business problems for new accounts. Prime responsibility is to create revenue through selling solutions. This is a first sales hire for this group and this is a great opportunity to help build the Solutions Group and there is significant growth potential.
Focused on ABBYY's Enterprise and Corporate target segment and positioning solutions that include both product and professional services to solve prospect problems, this strategic, quota-driven leadership role will create revenue by creating demand and understanding customers' and prospect's business and technology initiatives, road maps, and imperatives and applying ABBYY Solutions and Services. Leveraging ABBYY's portfolio of software and services. Your mission will be to close new projects in new customer accounts.
The successful SAE will become expert in a variety of technology and business oriented value propositions available from ABBYY products and services, be able to use a consultative sales approach to align value propositions with the customer needs and align ABBYY resources to close new business and ensure success of each implementation.
Also serves as a liaison to ABBYY Solutions/Professional Services delivery and operations groups to ensure project execution is handled properly and ensure account reference-ability.
Requirements
- Quick learner and business focused sales executive who can gain a working knowledge of ABBYY product & solution offerings and create a vision for how to add value to prospective clients through possible solutions.
- Successful 5-10 years experience in consultative selling focused on services offerings
- Carries an overall Professional Services revenue number targeted at a minimum of $1M per year in customer billings and $1.5M per year in services sales bookings across multiple assigned target segments with an initial focus on the Enterprise Segment. Proven sales execution and management skills needed for predictable quota achievement.
- Working knowledge of project implementations and proven know how on prospecting, qualifying and closing business for blended product/professional service project deals.
- Flexible attitude with the ability to make appropriate trade-offs on scope, timeline and cost and strong customer advocacy in the negotiating process. Accountable for services proposal accuracy, estimates, messaging, and communicating value statements to senior and executive decision makers in assigned account sector
- Excellent presentation and communication skills and the ability to cultivate excellent relationships with business, IT and executive management of prospect and/or customer organizations
- Manage funnel of opportunities and account information to closure in the ABBYY Sales Force.com tracking environment.
- Ability to travel up to 50 percent of the time
- Close coordination with other departments including Customer Support, Marketing, Sales, and Finance
Qualifications
- 
Proven experience selling software based solutions into targeted new name accounts with deal sizes that average from $80-$150K + .
- Demonstrable success in meeting and exceeding a quota up to $4M .
- A year over year track record of consistent performance and accountability using multiple sales approaches and managing complex sales into large enterprises.
- Business solution selling skills and highly developed selling, customer relations, and negotiation skills with the ability to effectively matrix manage and influence across large complex prospect organizations
- Ability to be the business driver and penetrate new accounts and meet with stakeholders (C level) within accounts selling large-scale data capture and mobile data capture solutions into the Enterprise Sector
- Works with prospects to develop strong business solution cases coupled with solid closing skills. Must be a self-starter, self-motivated, with a sense of urgency, well organized, with the ability to achieve goals, focus and pay attention to detail. Ability to lead in the development, presentation and sales of a value proposition
- Relationship management with focus on new opportunities, customer success, and satisfaction, resulting in reference able accounts and positive brand/company awareness
- Must be able to work with a wide variety of people with different personalities and backgrounds
Key Responsibilities:
Sales
• Actively prospect and generate Solution Sales to meet quota in assigned targets
• Acquire key strategic accounts and drive solutions including product and services within focused account segments.
• Draft proposals, prepare quotations, and coordinate with internal departments to come up with scope of solutions for the prospective customers
• Collaborate with Senior Management to assist in negotiations, develop and maintain contracts and legal documentation for new business
• Provide research, analysis and proactive ideas to drive new business
• Participate in related trade shows and events
• Manage customer meetings and communications professionally and with excellent customer service and document deal information into the ABBYY SalesForce.Com system
• Proactively identify and communicate issues and present options to resolve issues
• Communicate with ABBYY USA office related team and other departments
Key Measurements for Success
• Quota Attainment and other KPI's as defined by segment.
Skills/Knowledge
• 15+ year overall sales experience,
• Min. 5 years direct sales experience in the Solutions (blended services and product) arena.
• Strong communication skills and the ability to take a leadership role in interfacing with customers, project managers and delivery teams to identify business problems and help create solutions that achieve targeted business results like cost savings, client satisfaction and technology adoption
• Ability to engage and influence senior technology management and IT executives on solutions proposed by the company.
• Excellent trouble shooting and problem solving skills
• Excellent written and verbal communication skills
• Professional Demeanor and client focused attitude
• Willingness to travel (expected 50%)
Desirable
• "Big-5" or large consulting organization experience (i.e. Accenture, IBM Global Services) 
Software consulting experience (Oracle, SAP) is a plus
• Experience in teaming with Systems Integrators is also desirable. The successful candidate's background will include having established and executed call plans, orchestrated account-planning sessions and effectively executed account strategies.
• Minimum three years experience implementing and/or automating business processes.
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