[JimsJobs] ABBYY based in Milpitas, Ca seeks Regional Managers, Channel Sales

 

Regional Managers, Channel Sales North East USA and Texas

ABBYY USA Inc, a private, fast growing, world-wide software company with over 30,000,000+ people utilizing ABBYY software is currently seeking a top notch Regional Manager, Channel Sales for our growing North Eastern U.S.A. region.

  

General Description 

• The ABBYY Regional Manager, Channel Sales is skilled and energized with the opportunity of calling directly on potential government and enterprise organizations to develop demand for our solutions and services and have that demand fulfilled through your assigned ABBYY Channel Partners.  You are a hunter and skilled in developing energized Channel partners. You are a seasoned team player possessing deep experience in channel and direct sales.  You are a leader and will be responsible for building your region from the ground up.  You will be measured on the success of your channel business plan within your geographical region.  Your plan focuses on end user demand creation, partner development, pipeline growth and development and most importantly - driving the assigned level of sales revenue for ABBYY and your partners. 

Major Responsibilities 

• The Regional Manager will have frequent interactions with the Vice President of Channels, North America on both short term responsibilities and long term sales strategies.  You are responsible to design, develop and execute your annual Go To Market Plan for your region. Your time will be spent on developing your own book of business via calling directly on executive level clients within education, government and commercial accounts stimulating and creating demand for ABBYY solutions. Fulfillment for these solutions will come from your own set of ABBYY Partners or other channels as directed. You will design and communicate the business goals and plans of your Region to your channel partners and then execute with strong collaboration with all ABBYY departments to make your plan happen.  It is expected you will build solid relationships at all levels of management and continuously stay in contact with your channel partners and end users by phone, email, CRM/PRM portal and face to face meetings.   This is a consultative sales role. Being skilled at focusing on and understanding the clients work flow and where ABBYY solutions can improve their operations and productivity is important.  You will be responsible for providing in-depth demos and solution selling to both current partners and end user prospects. Playing an active role in closing business and managing the sales pipeline is a critical part of this position's responsibilities. You will negotiate, execute and manage all business arrangements within your area of responsibility. 

Required Experience

·      5+ years of proven Direct Sales of software solutions experience to Enterprise, Government, Education and emerging large accounts.

·      5+ years of data capture and document imaging software solution selling to End user organizations and established resellers in the Data Capture and Document Imaging industry.  

·      5+ years of proven sales success in managing $2M+ annual sales targets

Required Skills and Knowledge

             ·    Proven Channel Sales and Partner Development Skills   

·      Professional in the art of the face to face Sales calls with Executive level end users communicating the ABBYY value and Return on Investment           

                ·     Understands how to be a "Sales Manager and Coach" to your assigned Channel Partners Sales Representatives

·      Able to develop and execute a Regional and Partner Go To Market Plan that achieves both your own and your Partners revenue and profit margin objectives.

·      Able to develop competitive win-back programs to help re-gain lost business or    protect partners from competitive encroachment.

·      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

            ·      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 developing business solutions for clients and communicating the resulting benefits through design documents, written proposals, and presentations

            ·     Experience in managing the full sales cycle with new partner and end user client accounts 

            ·     Proven track record of developing new areas of opportunity within client organizations

·      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 using Microsoft Office

Education

··     Bachelors Degree or equivalent Work Experience

Abbyy is a very profitable fast growing firm, an established leader in our market.   We offer a comprehensive compensation / benefits package.  Our culture is one of challenge, achievement, and cooperation among all of our employees.   Take advantage of this outstanding opportunity NOW !!  Please send your information to herbnj@gmail.com

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