The Strategic Account Manager at ABBYY is responsible for managing relationships with existing accounts, driving revenue growth, and ensuring customer satisfaction. The role involves coordination of executive reviews, sales strategy development, and managing renewals and expansions within a sizable product portfolio.
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 fueling ours.
Our commitment to respect, transparency, and simplicity means you can trust us to always choose to do the right thing.
With a focus on customer-centric thinking, we're not just another vendor – we're a transformative force in the industry. By joining one of our Customer Excellence teams, you will have the chance to work with our portfolio of over 10,000 customers, including many Fortune 500 companies.
The Strategic Account Manager is focused on nurturing relationships within existing accounts, retaining spend, and identifying growth opportunities. The Account Manager is responsible for identifying and building trusted advisor relationships with key influencers and decision-makers, specifically CxOs, at the customer. This involves defining a CXO relationship strategy within the customer, coordinating executive and quarterly business reviews, and maintaining customer satisfaction levels.
Key Responsibilities:
- Sell ABBYY solutions to meet the assigned quarterly revenue quota in the designated Strategic Account List
- Provide overall sales and account management support for an existing customer base as assigned
- Build and apply key account development strategy within set of target accounts – with documented detailed business plans designed to attain predetermined goals and quotas
- Identify customer decision makers, business need, and available budget, to provide one or more suitable ABBYY solution with expected timeline
- Partner with the ABBYY Value Engineers and Training teams to coordinate solutions demonstrations and/or product training to prospects and customers ensuring the customer is optimizing our solutions
- Developing Senior and Executive relationships over video conferences as well as in-person
- Manage high-value renewals & expansion across a sizable product portfolio
- Ownership of growth opportunity management and sales cycles end-to-end
- Partner with our Sales team on account planning and driving total book of business growth through competitive, market and whitespace analysis
- Increase customer awareness of ABBYY’s product portfolio to discover cross-sell and up-sell opportunities
- Maintain a deep understanding of product updates and new offerings and articulates those improvements to customers and our solution partners
- Forecasting accountability for your owned book of business
- Prepare and provide data and information as needed for sales team meetings that focus on revenue performance, forecasts, and customer satisfaction initiatives
- Proactively identifying pockets of risk in your Customer’s portfolio and triaging solutions to mitigate issues before they impact customer satisfaction
- Managing up internally to provide awareness and advocacy of customer needs
Requirements:
- Bachelor's or equivalent degree in Business, Marketing or related discipline
- 10+ years of experience 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
- Must have account management experience.
- Knowledge of MEDDPICC sales methodology, market research, sales and negotiation principles
- Experience managing high-revenue customer engagements with Enterprise-level customers
- Experience managing complex, end-to-end sales cycles is preferred
- 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, , and social media tools
- Outstanding verbal and written communication skills
- Excellent telephone sales skills
- Proficient organizational skills and solution presentation skills
- Self-directed individual who can work effectively in remote or office-based environments
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Join ABBYY, and 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 600+ colleagues, spread across 15 countries on four continents.
- With colleagues representing 30+ nationalities, 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 35 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;
- We have modernized the capture market by creating the first low-code/no-code IDP 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.
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