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:
1.Exceed sales goals.
2.Build and manage your sales and account management teams to drive additional technology sales.
3.Increase our partner relationships to top tier accounts.
4.Manage the existing customer relationships and analyze business and customer needs to create effective results
5.Draft proposals, prepare quotations, and coordinate with internal departments to come up with solutions for the prospective customers
6.Collaborate with Senior Management to assist in negotiations, develop and maintain contracts and legal documentation for new business
7.Proactively identify and resolve issues
8.Work with ABBYY USA office support team and other departments
9.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
· 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
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