Strategic Account Manager

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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