Sales Engineer/Technical Account Manager - Compreno
ABBYY North American Headquarters (NAHQ), Milpitas, CA
Are you a sales engineer with experience in enterprise software? Do you enjoy working collaboratively with others? Then ABBYY North American Headquarters invites you to apply for the position of Sales Engineer, Compreno Unit. You'll find an atmosphere where talented individuals with a passion for new technology work cooperatively to create, market and sell software that is at the cutting edge of content capture and innovative language-based technologies. Combining the excitement and challenges of an innovative environment with the stability of a long-established company, ABBYY offers the rare opportunity to team with the best - while free from the stress of a tech startup. In fact our solutions serve over 30,000 customers worldwide across a variety of fields: From Medicine and Energy to Pharmaceuticals and Transport. If you delight in working with disruptive technology, developing strategic accounts within robust ecosystems and developing a sustainable, repeatable GTM model, all within a closely-knit team of like-minded, hard-charging professionals, then this position is for you.
What You'll Be Doing
The Compreno product suite brings ABBYY's Natural Language Processing technologies to market and provides the bridge between content extraction, deep content understanding and business value. By automating the intelligent understanding of text-based information, ABBYY's Compreno technology empowers customers to transform their text-intensive processes. And as Sales Engineer your core areas of responsibility will be two fold: First, you will provide technical support for ABBYY's Compreno product suite during the sales process. You will communicate with customers and the ABBYY Compreno sales team to assist in answering technical questions, help with product education and evaluation, demonstrate product features, and manage trials and proof of concept projects. Second, you will have primary responsibility for defining and managing the ontology development process for specific customer engagements. Ontology development is a technically challenging process. It requires discovery of client requirements, use case documentation, Statements of Work (SOW) creation, performance QC and ongoing maintenance - all done while working closely with ABBYYs ontology engineers located in our Moscow technology hub.
This position requires up to 40% travel time. You will be reporting to the Director of Sales Engineering.
As Sales Engineer you must have a strong combination of customer facing skills (to articulate the solution and company), product and technical skills (to understand requirements and co-ordinate the solution configuration) and organizational skills (to work closely with Account Managers and the Executive team to put the company's best foot forward). These same skills are paramount when you develop ontology SOWs, as well as for internal collaboration with Engineering. As such it will be your duty to:
Proactively support Account Managers in creating and tailoring specific sales strategies in the selling process.
Understand and create technical business solutions at all stages of the sales cycle.
Articulate ABBYY product and solution functionality and best practices to customers.
Participate in sales calls (phone, web and onsite), create and deliver technical product presentations, gather requirements and demonstrate Compreno products.
Assist with product configuration and ontology definition for Proof of Concept projects to effectively demonstrate how ABBYY Compreno products meet customer needs.
Develop POC and Production ontology SOWs for ABBYY InfoExtractor.
Collaborate with PM and Ontology Engineers at HQ to communicate customer requirements.
Collaborate with support, Professional Services team members as well as remote resources and HQ to ensure responses are quick and work is completed.
Prepare for and document meetings, transition notes, details, and solution requirements related to prospects/customers for the PS and Support implementation delivery team.
Mandatory Skill Sets and Qualifications
Mandatory skill sets and requirements include:
This position may work from the ABBYY USA HQ office, located in Milpitas CA, or remote. No relocation assistance is available for this role.
Please email your resume and salary requirements to:
Please include Vac-USOO01032# in the subject line when submitting resume.
ABBYY creates technologies and solutions to action information. We are a global company that sets the standard for content capture with innovative language-based technologies that integrate across the information lifecycle. ABBYY solutions optimize business processes to mitigate risk, accelerate decision-making and drive revenue.