Job Description

Channel Sales Manager

Singapore - Singapore | Sales / Business Development

Channel Sales Manager

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

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