About the Company
ABBYY is an international company with over 1200+ employees worldwide.
ABBYY products are being sold in more than 130 countries through an
extensive network of regional and international partners. 30 million+
people use ABBYY solutions that include end user applications for PC and
mobile devices to enterprise solutions and engine based software
development too
ABBYY is a leading supplier of document recognition
(OCR/ICR/OMR/barcode) and linguistic technologies. Products from ABBYY
include the award-winning FineReader line of desktop OCR software,
development tools (SDK), and FormReader/FlexiCapture form processing
solution. We are a highly profitable firm, growing rapidly in our
market, and highly respected in our field
Position Title:
Vice President - Sales (North America) Highly Prefer Local Candidates
Location - Milpitas, Ca
Territory:
USA
Position Description:
We are seeking a seasoned and polished sales executive with a penchant
for technology and drive. The ideal candidate will have a proven sales
record in OEM, Enterprise small and large business, Major accounts and
SMB business domestically and globally. The incumbent must possess
exceptional management skills with a proven track record leading large
sales teams and account managers. This role will provide direct
management to sales employees and assist key customers as well as drive
new sales revenue from OEM technology licenses. Participation in
presales proof of concept projects, and regional development initiatives
will be a key component of the role. This role will have frequent
interactions with the Sr. Vice President of Sales on both short term
responsibilities and long term sales strategies. Interactions with
C-level executives and clients are expected. You are responsible for the
designing, developing and executing an annual "Go to Market"
plan for your assigned region and groups.
Key Responsibilities:
Exceed sales goals.
Build and manage your sales and account management teams to drive
additional technology sales.
Increase our partner relationships to top tier accounts.
Manage the existing customer relationships and analyze business and
customer needs to create effective results
Draft proposals, prepare quotations, and coordinate with internal
departments to come up with solutions for the prospective customers
Collaborate with Senior Management to assist in negotiations,
develop and maintain contracts and legal documentation for new business
Proactively identify and resolve issues
Work with ABBYY USA office support team and other departments
Manage P&L, expense budgets
Key Measurements for Success
KPI Measures as agreed upon
Required Experience & Education:
· 10+ years of proven Sales experience in the Document Imaging
area or Enterprise Software Technology is preferred.
· Highly skilled people manager is essential for this role
· 10+ years of building and managing a large sales team.
· Individual should have attained sales quota's in excess
of 15 million per annum
· 10+ years of proven sales success in managing annual sales
targets
· Must have managed P&L responsibility of $10M or more.
· BS or MBA or equivalent experience in related industry.
· Highly skilled with technology tools and applications.
· Supervision of teams of 10+ professionals
· Willingness to travel (Up to 50% initially)
Required Skills and Knowledge
· Proven Sales and Partner Development Skills
· Polished approach in the art of the face to face Sales calls with
C- level end users communicating the ABBYY value and Return on
Investment
· Solid management skills
· Understands how to be a "Sales Manager and Coach" to your
assigned Partners Sales Representatives
· Able to develop and execute a Regional and Partner Go to Market
Plan that achieves both your teams and your Partners revenue and profit
margin objectives
· 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
· Knowledge/experience with VARs is a plus
· 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 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
Abbyy is a very fast growing firm who is an acknowledged leader in our
market. We continue to innovate and supply a client base with superb
technology. We offer a competitive compensation program with both bonus
and stock available. Please send your information to Herbnj@gmail.com
