About the Company
ABBYY is a global, award winning, fast growing and private software company. ABBYY is a leading provider of document conversion, data capture and linguistic software. The key areas of ABBYY's research and development include document recognition technologies and applied linguistics. ABBYY's recognition technologies and products help people manage the increasing amount of information by delivering powerful instruments which enable people to: unlock information from paper and images, automatically capturing, transform, translate, process and store valuable information. Using recognition and data capture products, people save money and effort typically spent on data entry, and benefit from the ability to access information in new, more efficient ways. Our linguistic products help break down language barriers, facilitating easier and clearer comAmunication.
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 tools
Title: Inside Sales Representative
Job Scope:
ABBYY USA is a region within a fast growing private global software company that requires additional Inside Sales Representative's to support our growth and expansion by reaching out and selling via inbound and outbound calls to new and existing customers and partners. The job requires selling products and services that include ABBYY FineReader, PDFT Transformer, Lingvo Server, Recognition and FlexiCapture application solutions, cloud solutions and Professional Services to assigned and new customers and to ABBYY Authorized or Certified Partners. Customers/Partners communicate to request product, quotations, and lead times primarily by telephone or email. The Inside Sales person's job is to provide answers along with an excellent customer and partner experience while driving revenue. This role involves the qualification, tracking and following up on the leads the ABBYY marketing organization generates. Finally, the Inside Sales Representative handles the overall coordination, sales and communications between their own customers, assigned Partners and Certified Partners owned by their assigned Regional Manager(s)
Duties and Responsibilities:
• Sell ABBYY product and services to meet the assigned monthly revenue quota
• Provide sales support for an assigned list of existing customers and Partners
• Prospect for then sell to new customers in the small and medium company size market place
• Develop own Customer and Partner communication plan that generates at least a phone call, email, direct mail or webinar contact with each of the assigned accounts on monthly and quarterly basis
• With each new lead, identify decision maker(s) in order to start the sales process
• Qualify each opportunity to insure there is an identified need, available budget, a suitable ABBYY solution and the Customer/Partner has the desire to buy
• Participate fully in product training sessions, meetings, skill building and professional development classes
• Take direction and cooperate with Sales reps and executives to determine essential daily and weekly sales and partner support objectives and responsibilities
• Create and update Accounts, Opportunities, Trials and Orders within ABBYY's SalesForce Customer and Partner Relationship Management system
• Assist in the qualification of Marketing generated leads
• Provide product demos and product training to assigned Authorized Resellers
• Attend sales team meetings that focus on revenue performance, forecasts, and Customer/Partner field marketing and customer satisfaction initiatives
• Attend trade shows and conferences
• Maintain and update assigned leads, accounts and opportunities in SalesForce and ensure the information in SalesForce is complete and accurate
• Sell MUA and other recurring revenue products whenever possible
• Provide assistance to ABBYY Marketing, Account and Support departments on Sales Manager approved programs or projects. Creating and delivering qualified chances to Accounts Managers where allowed
• Geographic coverage includes USA, Canada, Mexico and Central America
Skills and Specifications
• Excellent telephone sales skills
• Exceptional verbal and written communication skills with a passion for contacting clients by phone, email, SMS, Skype and use of webinar technology
• Highly proficient level computer skills including Microsoft Office, SalesForce, Internet, Webinar and social media tools
• Able to work in fast-paced, entrepreneurial technical environment
• Proficient organizational skills and product presentation skills.
• Excellent time management skills
• Highly energy and self-starter
• Able to multi-task the activities with shifting priorities
• Agile and enjoys evolving environment
Education and Qualifications
• 4 year degree or equivalent experience
• 2-4 years selling technology with technical support experience
• Experience in sales within an Inside Sales team a plus
• Multilingual skills in Chinese, Russian, Japanese and Spanish are a plus
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