Please direct your responses to: herbnj@gmail.com
Regional Sales Representative - West Coast Ideally 2-4 years of experience selling in the either the enterprise, Health care, software markets
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 solutions selling Regional Sales Representative for our growing organization.
General Description This person is a hunter, critical thinker, self-reliant, skilled and energized with the opportunity of calling directly on customers to develop demand for our solutions and services. You are a seasoned team player possessing 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 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:
· You are expected to travel approximately 30-40%
· 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 on existing VARs and the new recruitment
· You are expected to utilize marketing and work with Jackie in an integrated approach fashion
· 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
· 1-3 years of proven sales success in managing $500K+ annual sales targets
· 2-5+ years experience of utilizing CRM
Minimum Qualifications:
· Professional in the art of the face to face Sales calls with Executive level end users communicating the ABBYY value and Return on Investment
· 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:
· 4-year Degree or equivalent Work Experience
· ECM certified or able to complete certification within 60 days of hire
Abbyy USA is a very fast growing firm and a leader in its space. We offer competitive compensation and benefits package with a bonus program. Please send your information to Herbnj@gmail.com
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