Enterprise Account Manager

📌 Core Information

🔹 Job Title: Enterprise Account Manager

🔹 Company: ABBYY

🔹 Location: France

🔹 Job Type: Remote

🔹 Category: 💼 Account Management

🔹 Date Posted: April 1, 2025

🔹 Experience Level: 5-10 years

🔹 Remote Status: Hybrid

📌 Essential Job Details

🚀 Job Overview

Key aspects of this role include:

• Developing and executing sales strategies to achieve revenue targets.
• Managing relationships with existing clients and acquiring new ones.
• Providing comprehensive customer solutions through ABBYY products.
• Collaborating with cross-functional teams for customer success.

ASSUMPTION: The job focuses heavily on driving sales growth and expanding the customer base, which implies excellent networking and negotiation skills are critical.

📋 Key Responsibilities

✅ Generate net new logo business in France.

✅ Grow the New Annual Recurring Revenue.

✅ Sell ABBYY solutions and services to meet assigned quotas in designated territories or verticals.

✅ Source and develop new and expanded sales prospects, negotiate sales agreements, and close sales opportunities.

✅ Provide overall sales and account management support for any new or existing customers as assigned.

✅ Develop and maintain a communications strategy for assigned target and closed customers.

✅ Build and apply strategic account development strategies.

✅ Drive excellence in approach to monthly forecasts and pipeline development.

✅ Prepare and provide data and information as needed for sales team meetings that focus on revenue performance, forecasts, and customer satisfaction initiatives.

✅ Create and update Accounts, Opportunities, Orders within ABBYY’s SalesForce Customer and system (CRM and PRM).

✅ Partner with the ABBYY Presales and Training teams to coordinate solutions demonstrations and/or product training to prospects and customers.

✅ Report to the European Sales leader.

ASSUMPTION: Responsibilities include extensive use of CRM tools and strategic planning, suggesting a need for familiarity with these systems and processes.

🎯 Required Qualifications

Education: Bachelor's Degree (4-year degree), preferably in Business or Engineering, or equivalent work experience.

Experience: 5-10 years of experience selling enterprise software and/or SaaS.

Required Skills:

• Enterprise Software Sales
• SaaS
• Account Management
• Lead Generation
• Sales Planning
• Territory Management
• Negotiation
• Communication

Preferred Skills:

• Knowledge of ECM/Process Mining/Document Processing/RPA markets
• Experience with the MEDDIC sales method

ASSUMPTION: Sales experience across various industries is beneficial, indicating a requirement for adaptability and diverse market knowledge.

💰 Compensation & Benefits

Salary Range: Not specified, typically based on industry standards for similar roles.

Benefits:

• Remote and hybrid working options
• Flexible working hours
• Paid volunteering days
• Paid parental leave

Working Hours: 40 hours per week with flexibility for work-life balance.

ASSUMPTION: Compensation package likely aligns with competitive market standards, including performance incentives.

📌 Applicant Insights

🔍 Company Context

Industry: Software Development, specializing in intelligent automation solutions.

Company Size: 501-1,000 employees, offering a medium-sized company feel with global impact.

Founded: 1989

Company Description:

• Transforms data into intelligent outcomes for better decision-making.
• Over 10,000 customers, including several Fortune 500 companies.
• Expertise in AI and data handling technologies.

Company Specialties:

• Artificial intelligence software
• Document AI
• Process Mining

Company Website: https://www.abbyy.com

ASSUMPTION: ABBYY offers a robust technology platform, suggesting continued innovation and leadership within its sector.

📊 Role Analysis

Career Level: Senior, requiring strategic planning and management experience.

Reporting Structure: Reports to the European Sales leader, with a focus on cross-border strategies.

Work Arrangement: Hybrid, allowing flexibility between remote and office work.

Growth Opportunities:

• Potential for leadership roles within European markets.
• Expansion into new sectors leveraging existing ABBYY technologies.
• Involvement in strategic decision-making processes.

ASSUMPTION: Role requires advanced strategic skills, with opportunities for advancement based on performance and market expansion.

🌍 Location & Work Environment

Office Type: Primarily remote with options for hybrid work.

Office Location(s): Paris, Île-de-France, with potential travel within regions as needed.

Geographic Context:

• Rich opportunities in the French market.
• Access to a diverse range of industries from luxury to logistics.
• Home to a high number of multinational headquarters.

Work Schedule: Self-directed within the flexible working hours policy.

ASSUMPTION: The working environment is dynamic and may require travel to meet with key clients across France.

💼 Interview & Application Insights

Typical Process:

• Initial application and CV screening.
• Virtual interviews with HR and department managers.
• Technical or role-play assessment on sales capabilities.

Key Assessment Areas:

• Sales strategy and execution
• Client relationship management
• Communication skills in both English and French

Application Tips:

• Highlight relevant market experience and strategic achievements.
• Demonstrate familiarity with ABBYY technologies.
• Prepare examples of past successes in sales and account management.

ATS Keywords: Enterprise Software Sales, SaaS, Account Management, Lead Generation, C-suite Selling, MEDDIC Sales Method

ASSUMPTION: ABBYY likely values candidates who can articulate strategic insights and past success within similar roles or markets.

🛠️ Tools & Technologies

• SalesForce (CRM and PRM)
• Microsoft Office Suite
• ABBYY proprietary technologies

ASSUMPTION: Familiarity with SalesForce and other CRM tools is essential for maintaining detailed client records and reports.

👔 Cultural Fit Considerations

Company Values:

• Respect
• Transparency
• Simplicity

Work Style:

• Autonomous decision-making
• Collaboration with diverse teams
• Customer-focused approach

Self-Assessment Questions:

• Can you adapt quickly to dynamic client needs?
• How do you build lasting client relationships?
• What strategies do you employ to meet sales quotas?

ASSUMPTION: The cultural fit involves being proactive and collaborative with a strong emphasis on customer relationships.

⚠️ Potential Challenges

• Managing a varied portfolio of clients with different needs.
• Navigating complex sales across multiple industry sectors.
• Adapting to rapidly changing technology trends.
• Maintaining high performance under a quota-driven environment.

ASSUMPTION: The role demands high adaptability and skills to tackle diverse and challenging situations with resilience.

📈 Similar Roles Comparison

• Requires a stronger focus on strategic account management compared to standard sales roles.
• Higher emphasis on technology solutions selling given ABBYY's unique offerings.
• Possibilities for cross-functional leadership and growth.

ASSUMPTION: The role is distinct from typical account management due to its strategic complexity and scope.

📝 Sample Projects

• Large-scale sales pitches to Fortune 500 companies.
• Incorporating AI-driven solutions in client workflows.
• Developing tailored accounts and sales strategies in new industry sectors.

ASSUMPTION: Projects likely involve significant client engagement and innovation in process integration.

❓ Key Questions to Ask During Interview

• What are the primary goals for this role over the next year?
• How does ABBYY support personal development within the team?
• What are the biggest challenges facing the enterprise sales team?
• How are sales targets determined and adjusted?
• Can you describe a successful customer partnership created recently?

ASSUMPTION: Questions should focus on organizational support and success metrics to align with company goals.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through the ABBYY careers portal
• Prepare a tailored resume highlighting relevant experience in enterprise software sales
• Complete any required assessments or questionnaire
• Engage in the interview process with emphasis on sales strategy and execution
• Demonstrate cultural fit through examples of past team collaboration

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.