Enterprise Account Manager

As an Enterprise Account Manager at ABBYY, you will be responsible for generating new logo business, expanding annual recurring revenue, and selling our innovative solutions and services. Your role will also include sourcing new sales prospects, negotiating agreements, providing account management support, and developing strategic communication strategies for both target and existing customers.

To qualify for the Enterprise Account Manager position at ABBYY, candidates should possess a bachelor's degree, preferably in Business or Engineering, or have equivalent work experience. Additionally, 5 to 10 years of experience in selling enterprise software or SaaS, along with strong communication skills in both English and French, is essential for this role.

ABBYY places a strong emphasis on work-life balance for its Enterprise Account Managers by offering flexible and remote working options. This allows you to find your own rhythm and balance while managing client relationships and sales cycles effectively, all while contributing to a positive team culture.

Key skills for success as an Enterprise Account Manager at ABBYY include exemplary organizational and communication abilities, strategic account management, territory management skills, and a strong sales mindset. The ability to lead effective sales cycles, particularly at the C-suite level, and familiarity with the ECM or Document Processing markets will also greatly benefit your efforts.

At ABBYY, an Enterprise Account Manager will find a welcoming team environment comprising over 600 colleagues across 15 countries. The company fosters an inclusive culture, encourages innovation, and promotes personal growth. Additionally, with a commitment to diversity and inclusion, ABBYY ensures that every employee feels valued and empowered.

In answering this question, highlight specific strategies and successful tactics you have utilized in your previous roles to generate new business opportunities. Mention your experience with lead generation, cold calling, and the importance of understanding your target market.

Discuss your approach to sales pipeline management by emphasizing the use of CRM tools, such as Salesforce, and how you prioritize leads based on potential value and urgency. Explain how consistent follow-ups and effective communication played a role in your success.

Address the importance of understanding their business challenges, speaking their language, and providing tailored solutions. Emphasize building relationships through trust and demonstrating value upfront.

Share your strategies for account management, such as regular check-ins, feedback loops, and identifying upsell opportunities. Highlight examples of how you increased customer satisfaction through proactive support.

Provide a specific example of an objection you faced, the steps you took to address the concern, and the outcome. This illustrates your problem-solving abilities and sales resilience.

Mention metrics such as revenue growth, customer retention rates, and pipeline conversion ratios to measure your sales success. Explain how you track these metrics to adjust your strategies accordingly.

Explain your practices around market research, attending industry conferences, and engaging with your network to stay informed about trends that could impact your sales strategies and offerings.

Share how collaboration with presales teams and other internal stakeholders enhances your sales process. Highlight examples of successful teamwork that led to sales achievements.

Discuss your methodology for developing accurate sales forecasts, including your approach to analyzing historical data, current pipeline health, and maintaining consistent communication with your sales team.

Convey your interest in ABBYY’s innovative technologies and the company's commitment to customer-centric solutions. Tie in your own values regarding respect, transparency, and growth in your response.