ABBYY USA: Milpitas, CA

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1.  Sales Engineer (Pre Sales)  Milpitas

     or East Coast near major airport,

     travel 30-50% 

2.  Director Product Marketing 

3.  Director Product Marketing, Retail Sector

4.  Retail Marketing Manager

5.  Group Marketing Manager

 

 

 

ABBYY USA Inc, a private, fast growing, world-wide software company with over 30,000,000+ people utilizing ABBYY software is currently seeking a top notch Regional Manager, Channel Sales for their growing North Eastern U.S.A. region. ABBYY is growing rapidly, averaging over 35% growth per annum, no debt and profitable. ABBYY’s technology is in over 50 products world-wide.

1. Sales Engineer (Pre-Sales)  Milpitas or East Coast near major airport, travel 30-50%

 

Provide technical and pre-sales support for ABBYY products including but not limited to Mobile, Data Capture and SDK Technology Solutions. Communicate with customers and the ABBYY USA sales team to assist with answering technical questions during the sales process, help with product determination, create samples and demonstrate product features and manage trials and proof of concept projects (paid and unpaid). Focus on meeting the needs of customers and prospects in order to support and increase ABBYY USA Revenue.

 

The Sales Engineer 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 executives, Channel Regional Managers and the Executive team to put the company’s best foot forward). Engage in all stages of the sales cycle. Occasional travel may be required.

 

Responsibilities

 

· Proactively support sales 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

· Participate in sales calls (phone, web and on site) and assist with the discovery process to gather requirements and scope out the necessary products/modules and configuration to prepare for software demonstrations.

· Assist with the configuration of ABBYY Products in customer environments for Proof of Concept projects (paid and unpaid) to effectively demonstrate the ABBYY solutions meet customer needs.

· Also work with support/PreSales/and Professional Services team as well as offshore resources and HQ to ensure responses are quick and work is completed

· Strong understanding of business processes and functionality to support prospective customer activities across multiple companies and verticals during the sales cycle.

· Create and deliver solution-oriented presentations and assisting with post-demonstration processes

· As a member of the sales team, provide support to the sales/account management team in their sales efforts.

· Prepare for and document meetings, transition notes, details, and solution requirements related to prospects/ customers for the PS and Support implementation delivery team.

· Provide consultative advice to customers related to usage and integration of ABBYY products

· Understand ABBYY Products and be able to understand applications in C++ , C#, Java (including mobile applications and cloud integrated applications) to support presales for local paid PS deliverables or as prototype projects that demonstrate capabilities and usage techniques to customers

· Excellent written and verbal communication skills to communicate well with customers and internal development, support, marketing, PS and Sales teams

· Other activities as assigned

 

Mandatory Skill Set/Requirements: (ideal candidate has strong background in data capture/data management)

 

· Excellent listening and customer facing communication skills

· Excellent written communication skills and presentation skills

· Knowledge of ABBYY products OR Quick learner who can grasp new technologies, concepts and processes (we are willing to train)

· Basic understanding of software development and scripting including Web Based development including XML Web Services (will not be doing heavy programming)

· Able to quickly identify problems and define innovative solutions

· Basic understanding of Linux

· Professional demeanor and able to work in “highly charged” environments

· Positive client focused attitude

· Strong Solution focused customer facing communication skills

· Minimum Bachelors Degree in CS or related – OR Equivalent work experience

 

Desirable Skills:

 

•  Sales Engineering or Professional Services delivery experience

•  Strong understanding of Solution Focused Sales approaches and methods

•  Team Lead experience or indirect management experience

•  Project management experience

•  Strong experience using and developing mathematical algorithms to apply to image manipulation

 

Herb Deitz and Associates has been retained to help fill this position.  ABBYY continues it leadership role in the market. We are continuing our rapid growth. We offer a competitive salary and bonus. Please send your resume to herbnj@gmail.comRequested Subject Line:  Job Title, Company, Your Name.

2.  Director Product Marketing (Must have data capture/ document management product background.  Outstanding "Go to market skills.”  Highly strategic/tactical role: must have channel expertise.

The Director of Product Marketing is responsible for defining and driving customer-focused product marketing strategies and execution plans in support of ABBYY’s Document and Data Capture software product lines. This senior leadership position will successfully drive the go-to-market strategies of the FlexiCapture and Recognition Server software product line businesses, introduce and expand the base into Enterprise and Cloud users by utilizing unique customer acquisition strategies.

Acts as a steward and voice of the customer by directly interfacing as a central resource to various business groups of the organization’s regional offices, including Corporate Headquarters where product development is performed, as well as Sales, Corporate Marketing, IT, Finance, Operations and Executive Management. Plans, organizes, and controls assigned products from conceptual stages through life cycles to optimize profit and meet Marketing, Financial, and Corporate growth.

This individual will be business focused, demonstrating abilities to turn product concepts into a product structure that is effectively communicated to the marketplace, and drives a positive impact on revenues and market share.

This position has one direct report.

Essential Duties and Responsibilities include the following. Other duties may be assigned.

Product Management

•    Active leadership role in defining product strategies, requirements, design, development, and implementation for new and emerging products with regional offices and Corporate Headquarters.

•    Responsible for championing marketing and adoption of Data and Document Capture technologies, working closely with Sales and ABBYY’s Certified Partners and Authorized Resellers in understanding both market/customer requirements and selling scenarios.

•    Drives the communication of roadmaps by product; will continually measure and improve profitability by product line.

•    Prepares market development requirements and prioritizes, defines and recommends product functions and features mapping them to customer benefits to Corporate Headquarters; facilitates scheduling for all phases of launch activities and introduction to market.

 

Product Marketing

•    Develops the necessary technical expertise and positioning expertise for products marketed and sold by ABBYY USA.

• Accountable for managing and directing the development of a messaging architecture in support of the company’s products. Develop and support value propositions and messaging segmentation to appropriate target audiences.

•    Develop a strong understanding of the global landscape in regard to the unique and dynamic geographical market requirements.

•    Accountable for the development of the annual strategic marketing plans, and drives the coordination of product-related marketing, Partner and Sales communication materials through the Marketing Services Agency team, including product launches, PR development, sales training and tool kits, developer community outreach, website messaging, Partner marketing, and demand generation programs. Manages outside creative personnel of creative development and copywriting.

•    Drives new and creative ways of recruiting Partners and Authorized Resellers to discover, select, and sell ABBYY technologies.

•    Work cross-functionally across the organization to improve the software trial experience and increase conversions.

Product/Market Intelligence

•    Conducts market research and identifies and tracks market trends in relevant industries. Will work closely with Corporate Headquarters’ Product Development Teams in building the business rationale for the development of feature enhancements and new product.

•    Obtains market intelligence on enterprise customer segments and competitive products to recommend and establish strategic guidelines for existing and new products/services including price elasticity studies for further market penetration and adoption.

•    Researches customer/prospect feedback and needs to define/enhance product requirements.

•    Performs the necessary research and competitive study to set competitive pricing in order to drive revenue growth and meet the product line profit expectations.

 

Cross-Functional Steward

•    Collaborates with a wide variety of functional areas, including Sales, Corporate Marketing, IT, Finance, Operations and Executive Management.

•    Develop and provide a product structure and messaging architecture responsive to customer needs and market opportunities.

•    Works with both internal and external resources in the development of project plans for implementation of products offerings.

•    Plans and administers the product line budgets including coordination across other departments to ensure the strategic alignment of priorities in regards to product and program investment.

•    Develops business processes and rules to make sure that Certified Partners, Authorized Resellers, ABBYY Sales teams, and all other departments and functional areas have the information they need to sell and support the product offerings.

•    Provides product knowledge, training, and input to Certified Partners, Authorized Resellers, and ABBYY Sales team.

 

Qualifications:

Bachelor’s degree (B.S.) with 10+ years related experience in product marketing/management, with emphasis on managing enterprise software products. Master's degree (M. A.) or equivalent business and technical experience is a plus. Experience in managing OCR and Data Capture technologies is required.

Extensive experience in product marketing with an advanced knowledge in promoting software products through direct and indirect selling scenarios to both the mid-tier and enterprise environments, working through Partners and Authorized Resellers, as well as internal Sales teams, is required. Understanding of Cloud product readiness and go-to-market requirements is also required.

Domain experience in the areas of customer acquisition, customer loyalty, and customer experience through direct and indirect (Certified Partner) selling channels, strategic lead generation, online marketing, social media, developer communities outreach, direct marketing mediums, and SFA/CRM technology platforms is also required. Exposure to web analytic tools is a plus.

Strong communication skills is required for this role, with excellent interpersonal skills and an ability to work with a wide range of professionals to effectively lead and inspire to achieve group goals.

The position requires significant people and project management skills, strong organizational skills, and the ability to assess product marketing effectiveness and evolve strategy as appropriate.

Ability to plan, organize, and establish priorities. Self-management is critical.

Ability to travel, spending time with Sales colleagues and key Partners (approximately 10-15%).

Bachelor’s degree (B.S.) with 10+ years related experience in product marketing/management, with emphasis on managing enterprise software products. Master's degree (M. A.) or equivalent business and technical experience is a plus. Experience in managing OCR and Data Capture technologies is required.

Herb Deitz and Associates has been retained to help fill this position.  ABBYY continues it leadership role in the market. We are continuing our rapid growth. We offer a competitive salary and bonus. Please send your resume to herbnj@gmail.comRequested Subject Line:  Job Title, Company, Your Name.

3.  Director Product Marketing, Retail Sector (Should have product background in OCR, dictionary, Translation Software.  Must have significant expertise in "Go to market" methodology for retail sector.  Deep expertise in channel management.)

The Director of Product Marketing is responsible for defining and driving customer-focused product marketing strategies and execution plans in support of ABBYY’s OCR and Dictionary and Translation software product lines. This senior leadership position will successfully drive the go-to-market strategies of the FineReader and Lingvo Software product line businesses, introduce and expand the base into Cloud and Mobile users by utilizing unique customer acquisition strategies.

Acts as a steward and voice of the customer by directly interfacing as a central resource to various business groups of the organization’s regional offices, including Corporate Headquarters where product development is performed, as well as Sales, Corporate Marketing, IT, Finance, Operations and Executive Management. Plans, organizes, and controls assigned products from conceptual stages through life cycles to optimize profit and meet Marketing, Financial, and Corporate growth.

This individual will be business focused, demonstrating abilities to turn product concepts into a product structure that is effectively communicated to the marketplace, and drives a positive impact on revenues and market share.

This position has two direct reports.

Essential Duties and Responsibilities include the following. Other duties may be assigned.

Product Management

•    Active leadership role in defining product strategies, requirements, design, development, and implementation for new and emerging products with regional offices and Corporate Headquarters. Responsible for championing marketing of Retail and Cloud technologies.

•    Drives the communication of roadmaps by product; will continually measure and improve profitability by product line.

•    Prepares market development requirements and prioritizes, defines and recommends product functions and features mapping them to customer benefits to Corporate Headquarters; facilitates scheduling for all phases of launch activities and introduction to market.

 

Product Marketing

•    Develops the necessary technical expertise and positioning expertise for client products marketed and sold by ABBYY USA.

• Accountable for managing and directing the development of a messaging architecture in support of the company’s products. Use customer segmentation and personas to pilot new ways of personalizing the product purchasing experience. Develop and support value propositions and messaging segmentation to appropriate target audiences.

•    Develop a strong understanding of the global landscape in regard to the unique and dynamic geographical market requirements.

•    Accountable for the development of the annual strategic marketing plans, and drives the coordination of product-related marketing and sales communication materials through the Marketing Services Agency team, including product launches, PR development, sales training and tool kits, social media outreach, website messaging, promotional campaigns and demand generation programs. Manages outside creative personnel of creative development and copywriting.

•    Drives new and creative ways of engaging with customers to discover, select, and acquire ABBYY technology through online experiences.

•    Work cross-functionally across the organization to improve the software trial experience and increase conversions.

 

Product/Market Intelligence

•    Conducts market research and identifies and tracks market trends in relevant industries. Will work closely with Corporate Headquarters’ Product Development Teams in building the business rationale for the development of feature enhancements and new product.

•    Obtains market intelligence on customer segments and competitive products to recommend and establish strategic guidelines for existing and new products/services including price elasticity studies for further market penetration and channel adoption.

•    Researches customer/prospect feedback and needs to define/enhance product requirements.

•    Performs the necessary research and competitive study to set competitive pricing in order to drive revenue growth and meet the product line profit expectations.

 

Cross-Functional Steward

•    Collaborates with a wide variety of functional areas, including Sales, Corporate Marketing, IT, Finance, Operations and Executive Management.

•    Develop and provide a product structure and messaging architecture responsive to customer needs and market opportunities.

•    Works with both internal and external resources in the development of project plans for implementation of products offerings.

•    Plans and administers the product line budgets including coordination across other departments to ensure the strategic alignment of priorities in regards to product and program investment.

•    Develops business processes and rules to make sure that Sales and all other departments and functional areas have the information they need to sell and support the product offerings.

•    Provides product knowledge, training, and input to the Sales Acquisitions team.

 

Qualifications:

•    Bachelor’s degree (B.S.) with 10+ years related experience in product marketing/management, with emphasis on managing consumer software products. Master's degree (M. A.) or equivalent business and technical experience is a plus

•    Extensive experience in product marketing with an advanced knowledge in promoting retail and consumer software products through online, volume channels/distribution, mobile, and Cloud.

•    Domain experience in the areas of customer acquisition, customer loyalty, and customer experience is highly desired. Extensive experience in retail and channel methodologies, strategic lead generation, online marketing, social media, web communities, direct marketing mediums, and SFA/CRM technology platforms is also required. Exposure to web analytic tools is a plus.

•    Strong communication skills is required for this role, with excellent interpersonal skills and an ability to work with a wide range of professionals to effectively lead and inspire to achieve group goals.

•    The position requires significant people and project management skills, strong organizational skills, and the ability to assess product marketing effectiveness and evolve strategy as appropriate.

•    Ability to plan, organize, and establish priorities. Self-management is critical.

•    Ability to travel, spending time with Sales colleagues and key Retail Partners (approximately 10-15%).

 

Herb Deitz and Associates has been retained to help fill this position.  ABBYY continues it leadership role in the market. We are continuing our rapid growth. We offer a competitive salary and bonus. Please send your resume to herbnj@gmail.comRequested Subject Line:  Job Title, Company, Your Name.

4.  Retail Marketing Manager (Strongly prefer product experience in OCR, dictionary, or translation SW.  Highly skilled in the execution of planning, implementation of successfully marketing in the retail sector.  Track record of success) 

SUMMARY

The Retail Marketing Manager is responsible for actively leading the strategy, planning, creation, coordination, and implementation of ABBYY USA’s retail marketing programs, campaigns and policies, all in support of promoting ABBYY’s brand and revenue plan targets. This role will be instrumental in implementing marketing strategies to accelerate revenue growth opportunities through various channel programs.

The Retail Marketing Manager will drive innovative and scalable strategies and tools to adopt and enable sales through ABBYY retail partners and drive revenue through retail and e-commerce initiatives. This position will manage and coordinate channel and retail promotional plans, retail partner incentive programs, communication of policies and programs, retail channel product launches, and marketing communications to retail partners.

This position will work closely with both the Vice President of Marketing and the Vice President of Sales – Distribution and will have one shared direct report.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

• Determine key retail marketing opportunities and implement innovative marketing programs to support specific product launch and corporate initiatives; develop the tactical design and implement integrated end to end marketing strategies that are timely, measurable, and cost-effective.

• Design and track retail program performance incentives, including price promotions, co-op marketing programs, sales contests, and other retail initiatives.

• Enable retail partner program success through the introduction of new tools, resources, collateral and additional program elements to drive retail partner participation and product sell-through.

• Enable e-commerce initiatives and promotional activities to meet revenue goals and increase customer product cross-sell/up sell performance; manage existing e-commerce vendor.

• Enable retail/e-tail initiatives and promotional activities to meet revenue goals. Will work with existing Distributor, DMRs, Etailers, and Retailers. Will review and audit retail and e-tail sites to ensure accuracy and competitive pricing.

• Develop compelling retail communications, delivered through mediums including newsletters, webinars, presentations, and video demonstrations.

• Develop retail sales tool kits and associated marketing collateral.

• Manage retail events; directly work with the Sales Management team to effectively maximize revenue and aggressively manage expenditures.

• Meets and collaborates with Sales Management and top retail partner accounts to provide strategic marketing support to grow product revenues.

• Measure effectiveness of programs through ROI analysis and input from Sales and Retail Partners; initiates recommendations on program improvement and implements said strategies.

• Perform marketing program revenue forecasting and reporting; forecast expenses in coordination of budget and planning activities.

• Manage list segmentation, data processing and marketing list criteria development processes; manages outside creative personnel of creative development.

• Ability to work cross-functionally with internal departments in support of ongoing retail marketing program management; drive project teams to achieve goals, and acts as an evangelist in resolving conflict and promoting team building.

 

QUALIFICATIONS

• Requires a BS/BA degree in Marketing or Communications, or equivalent experience; a minimum of 6-8 years of retail marketing experience, preferably in software, high-tech, with emphasis on managing both consumer and enterprise software products

• Demonstrated expertise and proven experience in planning and executing marketing programs within the distribution, DMR, and retail/etail channels.

• Experience in conceptualizing and executing successful marketing programs; strong analytical skills, creative and innovative thinking in identifying options and providing sound analysis in selecting an approach.

• The position requires significant people management skills, strong organizational skills, and the ability to assess retail marketing effectiveness and evolve strategy as appropriate.

• Effective communication skills; excellent interpersonal skills with an ability to work with a wide range of professionals and effectively lead and inspire to achieve group goals.

• Ability to plan, organize, and establish priorities. Self-management is critical.

• Ability to travel, spending time with Sales colleagues and key Retail Partners (approximately 10-15%)

• Strong computer skills. Knowledge of project management and reporting tools preferred. Experience with Excel, Microsoft Project, and financial reporting systems and databases and working knowledge of SFA tools (Salesforce.com) is required for this role.

 

Herb Deitz and Associates has been retained to help fill this position.  ABBYY continues it leadership role in the market. We are continuing our rapid growth. We offer a competitive salary and bonus. Please send your resume to herbnj@gmail.comRequested Subject Line:  Job Title, Company, Your Name.

 

5.  Group Marketing Manager - Core direct marketing expertise, demand generation ideally has dealt with both enterprise and consumer software market

Supervises an internal team of marketing professionals who plan, direct and implement a wide variety of marketing programs to support ABBYY’s corporate and product marketing objectives and product revenue plan targets. Working closely with respective business unit Product Marketing Managers, will develop annual marketing plans by product that reflects business and marketing objectives and communications strategies. Channels will include direct mail, e-mail, web, online media, microsites, PR, and social media. Will be a hands-on, active player and be instrumental in implementing marketing campaigns for accelerating growth opportunities through demand creation, lead nurturing, brand marketing, PR, and customer installed based programs.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

• Work closely with Product Marketing Managers to determine key marketing opportunities and implement marketing strategies per specific corporate and product initiatives; develop the tactical design and implement integrated end to end marketing strategies leveraging direct marketing methodologies.

• Define clear, quantitative objectives including campaign KPIs; determine annual and quarterly budget, marketing mix, and develop an integrated campaign approach inclusive of demand generation, online media, PR, and AR, social media, and Sales enablement in collaboration with the Product Marketing Managers.

• Manage marketing program revenue forecasting; forecast expenses in coordination of budget and planning activities.

• Manage list segmentation, data processing and marketing list criteria development processes; perform data analysis and optimization of marketing programs.

• Drive product messaging, offer development, positioning, and branding strategies by product.

• Drive the development of collateral by mediums of direct mail, e-mail, and online; manages both internal and external personnel of creative development and copywriting.

• Perform market research on customer drivers of products; develops the necessary technical expertise and positioning expertise for products marketed and sold by the company.

• Create Marketing Program and Creative Briefs to support the marketing strategies for product divisions.

• Work with Sales Managers to tightly integrate marketing programs with outside selling activities. Work closely with Sales Leadership to align marketing resources with sales capacity and needs.

• Coordinate a formal Quarterly Marketing Performance review that encompasses the groups’ contributions and activities with each business Product Marketing Manager and Sales Leadership teams; manage the reporting of marketing program effectiveness and return on investment; facilitate learning from programs and institute process improvements.

• Ability to work cross-functionally with internal departments in support of ongoing marketing program management; drive project teams to achieve goals, and acts as an evangelist in resolving conflict and promoting team building.

 

QUALIFICATIONS

• Demonstrated expertise in direct response marketing with advanced industry knowledge in demand creation, marketing mediums and channels, database marketing management, online services, and channel marketing. Experience working with SFA systems such as Salesforce.com is required.

• Experience in conceptualizing and executing successful marketing programs; strong analytical skills, creative thinking in identifying options and providing sound analysis in selecting an approach.

• Strong project planning experience with a successful record of completing projects that span many internal teams and have multiple dependencies.

• Ability to develop and lead a high performing team. The position requires significant people management skills, strong organizational skills, and the ability to assess marketing program effectiveness and evolve strategy as appropriate.

• Effective communication skills; excellent interpersonal skills with an ability to work with a wide range of professionals and effectively lead and inspire to achieve group goals.

• Ability to plan, organize, and establish priorities. Self-management is critical.

• Strong computer skills; experience with Excel, Quark, and Photoshop; knowledge of SFA tools required.

 

EDUCATION/EXPERIENCE

Requires a BS/BA degree in Marketing or Communications, or equivalent experience; a minimum of 10-12 years of direct marketing experience across a broad range of marketing tactics, preferably in software, high-tech, with emphasis on managing both consumer and enterprise software products. OCR, document capture, and data capture technology experience is a plus.

Herb Deitz and Associates has been retained to help fill this position.  ABBYY continues it leadership role in the market. We are continuing our rapid growth. We offer a competitive salary and bonus. Please send your resume to herbnj@gmail.comRequested Subject Line:  Job Title, Company, Your Name.