Enterprise Sales Executive, New Logo and Existing Accounts

at  ABBYY

Join ABBYY and be part of a team that celebrates your unique work style. With flexible work options, a supportive team, and rewards that reflect your value, you can focus on what matters most – driving your growth, while fuelling ours.
Our commitment to respect, transparency, and simplicity means you can trust us to always choose to do the right thing.
As a trusted partner for intelligent automation, we solve highly complex problems for our enterprise customers and put their information to work to transform the way they do business. Innovation and excellence run through our veins, and you will work with experts who are creating market-leading technologies, using Machine Learning and Artificial Intelligence, and an advanced and sophisticated tech stack.

Job Responsibilities: #LI-AG1

• Sell ABBYY solutions to New Logo Enterprise Accounts
• Maintain and develop an active pipeline of forecasted opportunities to meet quarterly quota objectives
• Drive pipeline velocity activities to generate New Logo business
• Develop new and expanded sales prospects, negotiate sales agreements, and close sales opportunities
• Analyze customers business needs, cultivate executive relationships, identify strategic partnership opportunities, and develop strategies to ensure customer growth, satisfaction, and retention
• Lead and drive sales opportunities through strategic selling, negotiate and close business, and lead the ongoing business relationship with clients
• Provide overall sales and account management support for any new or existing customers as assigned
• Develop and maintain a communications strategy for assigned and closed customers
• Create and update Accounts, Opportunities, Orders, etc. within ABBYY’s CRM system
• articipate in product training sessions, meetings, team and skills building activities, and professional development classes
• Partner with the ABBYY Presales and Training teams to coordinate solutions demonstrations and/or product training to prospects and customers
• Prepare and provide data and information as needed for sales team meetings that focus on revenue performance, forecasts, and customer satisfaction initiatives

JOB REQUIREMENTS:

• Hunter/Closer mentality with the ability to generate new business consistently
• Strong interpersonal skills, polished, credible and comfortable interacting at CXO/executive level
• Knowledge of market research, sales and negotiation principles
• Proven contributor to a sales team with consistent achievement of sales quotas
• Strong business development, account management and relationship management skills
• Highly proficient level of computer skills including Microsoft Office, SalesForce, LinkedIn, Webinar, and social media/marketing tools
• Outstanding verbal and written communication skills
• Excellent telephone sales skills
• Proficient organizational skills and solution presentation skills
• Self-directed, motivated individual who can work effectively in remote or office-based environments
• 10+ years of experience successfully selling enterprise software and/or SaaS, of which 4+ years must be in the areas of Intelligent Document Automation, RPA, Business Process Automation or Process Mining

• Sell ABBYY solutions to New Logo Enterprise Accounts
• Maintain and develop an active pipeline of forecasted opportunities to meet quarterly quota objectives
• Drive pipeline velocity activities to generate New Logo business
• Develop new and expanded sales prospects, negotiate sales agreements, and close sales opportunities
• Analyze customers business needs, cultivate executive relationships, identify strategic partnership opportunities, and develop strategies to ensure customer growth, satisfaction, and retention
• Lead and drive sales opportunities through strategic selling, negotiate and close business, and lead the ongoing business relationship with clients
• Provide overall sales and account management support for any new or existing customers as assigned
• Develop and maintain a communications strategy for assigned and closed customers
• Create and update Accounts, Opportunities, Orders, etc. within ABBYY’s CRM system
• articipate in product training sessions, meetings, team and skills building activities, and professional development classes
• Partner with the ABBYY Presales and Training teams to coordinate solutions demonstrations and/or product training to prospects and customers
• Prepare and provide data and information as needed for sales team meetings that focus on revenue performance, forecasts, and customer satisfaction initiative