Mid Market Sales (Hunter - SaaS/OCR/IDP)

ABBYY powers intelligent automation. We reimagine the way people work and how companies accelerate business by delivering the intelligence that fuels automation platforms. Our solutions transform enterprise data and empower you with the insights you need to work smarter and faster. We help more than 5,000 companies globally, including many of the Fortune 500, to drive significant impact where it matters most: customer experience, profitability, and competitive advantage.

We bring together top experts from all over the world to form our growing team of 800+ employees. Our offices are based in 15 countries with headquarters in the United States. Joining ABBYY means being part of a professional community passionate about technology and driven to develop our skills further. We are excited to offer opportunities working in Artificial Intelligence, Computer Vision, Natural Language Processing, Machine Learning, and Data Science.

We believe that our colleagues are our greatest asset, and we are thrilled to provide you with this opportunity to continue your journey with us. Whether you're seeking to unleash your potential in a new role or take the next step in your professional journey, you've come to the right place.

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.

We invite you to join our team. Reimagine your future with boundless opportunities and a team who champions your success and expand your knowledge with every customer interaction while working flexible hours!

The Mid Market Sales Representative will be a relentless hunter prospecting in the accounts of their respective territory, identifying and qualifying sales opportunities to engage, manage and close new business. Beyond the initial close, the Inside Sales Rep will proactively manage his/her installed customer base identifying and driving upsell opportunities and expanding sales of our ABBYY products and services.

Responsibilities:

. Consistently hit or exceed quarterly sales quotas

. Proactively identify sales opportunities with new and existing customers and build an active sales pipeline in your target territories

. Drive ARR by focusing and acquiring new subscription and cloud sales

. Develop strong working relationships with channel partner sales reps to uncover new opportunities and co-sell to end customers

. Assess prospects requirements for ABBYY solutions

. Effectively position ABBYY's offerings to address prospects requirements

. Deliver medium-level demonstration of ABBYY's solutions, leveraging Solution Consulting resources as and when necessary

. Negotiate prices and terms and prepare sales agreements

. Collaborate with other functional areas to manage the complexity of an enterprise sales cycle

. Aggressively drive upsells and cross-sells in existing customer base to ensure a high level of account penetration

. Provide accurate forecasting/pipeline information to management using SFDC

. Prospect and sell ABBYY products and services in defined territory to meet the assigned quarterly revenue quota

. Develop strong working relationships with channel partner sales reps to uncover new opportunities and co-sell to end customers

Requirements:

. 5+ years successful sales track record of prospecting into new territories, positioning & selling enterprise software solutions to mid-market accounts

. Experience selling or managing accounts for SaaS solution, ECM, Process Mining, or BI solutions a plus

. Track record of quota attainment/over performance

. Ability to penetrate accounts and close business without relying on many onsite and in-person meetings is a strong plus

. Skill in navigating organizations to find and engage the right contact

. Proven experience of leveraging Salesforce in documenting and tracking sales activity and pipeline

. Strong research skills with ability to learn about assigned market

. Familiarity with modern sales tools, including Zoominfo, LinkedIn Sales Navigator, Hubspot, etc.

. Excellent interpersonal, communication, presentation and writing skills

. Fluent in English and other Asian languages

Education:

Bachelor's Degree (4-year degree), preference of Business or related study, or equivalent work experience

We enable you to:

Be Challenged

Using established internal processes, we analyze and act on unique customer requests. No two cases are identical. As trusted advisors, we work with our customers to define the best solution for their IT and business strategies. Through this collaboration, we continue to learn more about business processes in companies from all over the world.

Be a Trusted Advisor

ABBYYs global expertise includes various industries, such as Financial Services, Insurance, Transportation & Logistics, Healthcare, Government, and Legal. We are a significant player in the RPA and broader intelligent automation market through strategic partnerships and embedded technology licensing with leading vendors. As part of our team, you're a member of a trusted community that continually strives to achieve the best results for our customers.

Be Flexible

Work-life balance looks a little different for everyone. Employees regularly collaborate with their managers to design a workday that works best with flexible working hours.

Be Yourself

The success of our employees is a top priority for us. We value a culture of trust, collaboration, and respect by fostering open communication, a continuous cycle of feedback, and recognition. We know every team member brings unique value and aspirations. We enjoy learning about each employee and seeing careers grow at ABBYY.

ABBYY is an Equal Employment Opportunity employer that values the strength that diversity brings to the workplace.