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Channel Sales Manager

3 weeks ago

Singapore ABBYY Full time

Singapore - Singapore | Sales / Business Development

**Responsibilities**
- Grow the New Annual Recurring revenue from focus partners in the region (RPA, SI, Consulting Reselling partners etc.)
- Proactively create the demand and build a sales pipeline for ABBYY solutions/technologies and exceed partner revenue objectives
- Partner business planning (including marketing, sales and technical enablement, product, services and territory planning) to achieve assigned quarterly/yearly objectives
- Establish quarterly business review and forecast cadence with assigned partners
- Closely align with internal groups (e.g. Enterprise Sales, Business Development) to drive joint partner opportunities and build inroads into target partners
- Establish recruitment strategy to onboard target new partners
- Manage demonstrations, seminars, events, etc. to present the value proposition of ABBYY solutions to the customer segment in India
- Manage project execution on the high level, presale resources for demo, PoC and pilot project scopes

**Requirements**:

- Must come from an Intelligent Automation background, likely having been in a similar role at another automation vendor such as RPA, IDP, BPM, Process Automation
- Solid 3-5 years of channel sales experience in technology space
- Must show experience partnering with System Integrators such as Accenture, Deloitte, Cognizant, etc., additional experience with Solution Providers and VARs is a plus
- Proven track record of developing a partner channel for enterprise software solutions with the ability to drive revenue directly via enterprise customers
- Strong ability to build and leverage relationships with partners as well as ABBYY internal groups including planning, gaining senior sponsorship, delivering training, sales coaching and timely follow up
- Proven track record in pipeline building and ability to consistently meet or exceed monthly revenue requirements
- Entrepreneurial mindset and ability to think strategically
- Demonstrated proficiency in presentation skills as well as written and verbal communication

**Education**

Bachelor Degree in Engineering or IT