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.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 Mid Market Sales Representative 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 experienceAt ABBYY you will: Love how you work - We provide remote and hybrid working options to fit all lifestyles.
- We use flexible hours across most of our teams to allow you to find your own definition of balance.
- Encouraging a culture of giving, we provide two paid volunteering days off every year so you can take time to contribute to the causes you care about.
- To ensure your family is cared for, we offer paid parental leave in all our locations.
Love whom you work with - We are a global team of 800+ colleagues, spread across 15 countries on four continents.
- With 30+ nationalities and ages ranging from 21 to 80, our workforce reflects the world.
- Innovation and excellence run through our veins.
- Our teams gather the expertise which has garnered ABBYY more than 140 technology patents.
- We are guided by the values of respect, transparency, and simplicity. "Team Environment" is in the top three highest-scoring drivers of engagement across all of our departments.
Love what you work on - We are a company with more than 30 years of experience in the technology market.
- Over 10,000 customers trust ABBYY, including many Fortune 500 ones, with names such as DHL, Johnson & Johnson, FDA, DMV, PwC, KeyBank, Spotify, and H&R BLOCK in our client portfolio.
- ABBYY has modernized the way companies leverage their data in documents by creating the first low-code/no-code Intelligent Document Processing platform.
- Our Machine Learning, Natural Language Processing, Computer Vision Technologies, and a Marketplace built with AI, can transform any document in any process.
- Top Analyst firms recognize ABBYY's market leadership, including Gartner, Everest PEAK Matrix ® Assessment, ISG Intelligent Automation Lens, and NelsonHall, amongst others.
ABBYY is an Equal Employment Opportunity employer that values the strength that diversity brings to the workplace. To learn more about our commitment to Diversity and Inclusion, check out the careers section on our website.
