Channel Lead (Americas)
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AI Summary
Join ABBYY and be part of a team that celebrates your unique work style. With flexible work options, a supportive team, and rewards that reflect your value, you can focus on what matters most – driving your growth, while fueling ours.
Our commitment to respect, transparency, and simplicity means you can trust us to always choose to do the right thing.
As a trusted partner for purpose-built AI and intelligent automation, we solve highly complex problems for our enterprise customers and put their information to work to transform the way they do business. Over 10,000 customers trust ABBYY, including many Fortune 500 ones. You will work on further developing a portfolio already containing client names such as DHL, Johnson & Johnson, FDA, DMV, PwC, KeyBank, Spotify, and H&R BLOCK.
About the role:
ABBYY is accelerating growth through its partner ecosystem across the Americas. As Americas Channel Lead, your mission is to own and scale partner-driven revenue by leading a team of Partner Account Managers (PAMs) while also driving strategic technology and go-to-market partnerships at the highest level.
This is a hybrid leadership role combining regional channel execution with global partnership development. You will be responsible for delivering revenue through reseller partners while also building and expanding relationships with key technology partners and global partnerships to unlock new routes to market and enterprise opportunities.
This role combines revenue ownership, team leadership, and ecosystem strategy. You will be responsible for delivering today’s partner revenue while building the next phase of growth through strategic partnerships and scalable partner-led plays.
You will report to the Global Partnerships and Alliances and work closely with VP Americas to align partner strategy with regional business targets.
Job Responsibilities:
- Own and Deliver the Partner Revenue Business (Americas)
- Own the end-to-end partner revenue number across the Americas, including sourced and influenced pipeline
- Lead and develop a team of Partner Account Managers, setting a high bar for performance, accountability, and execution rigor
- Drive forecast accuracy, pipeline discipline, and deal progression, representing the partner business in executive forecast calls
- Ensure partners are fully embedded into sales motions and consistently contributing to closed revenue
- Build and Scale New Partner-Led Growth
- Identify and develop new revenue streams through partners beyond the existing baseline
- Create and scale repeatable go-to-market plays (industry solutions, use cases, partner-led offerings)
- Expand ABBYY’s footprint into new segments and accounts via partners
- Personally engage in strategic opportunities to accelerate large and high-impact deals
- Monetize Strategic Partnerships and the Ecosystem
- Own and grow executive relationships with global technology partners
- Translate strategic alliances into tangible pipeline, co-sell motions, and closed business
- Drive joint solutions and ecosystem plays that unlock new enterprise use cases and routes to market
- Act as the regional leader for ecosystem monetization, aligning closely with the Global Partnerships and Alliances team
- Lead Cross-Functional Execution
- Align Sales, Marketing, Product, and Partner functions around partner-driven growth priorities
- Ensure partners are effectively enabled, activated, and integrated into regional GTM strategies
- Provide market and partner insights to shape global programs, investments, and strategy
- Act as the central point of orchestration between global partnerships and regional execution
Job Requirements:
- 10+ years of experience in channel sales, partner management, or alliances, with leadership responsibility
- Proven track record of driving revenue through partners in enterprise software (ideally Intelligent Automation, AI, RPA, IDP, or similar)
- Experience managing and scaling high-performing partner or account management teams
- Strong background in technology partnerships and alliances, with experience working with global players such as ServiceNow, IBM, or similar ecosystems
- Deep understanding of co-sell, sell-through, and ecosystem-led go-to-market models
- Experience owning forecasting, pipeline management, and revenue accountability
- Ability to operate in a matrix organization, influencing across regional and global stakeholders
- Executive presence with strong communication and negotiation skills
- Willingness to travel as needed
- Bachelor’s degree or equivalent experience
Salary Range:
The anticipated base salary range for this position is between $138,000 and 156,000. Base salary ranges may vary by geographic location and relevant experience, education, certifications, and seniority as compared to others doing substantially similar work. There is no guarantee an offer will be at the top of the posted range based on the salary analysis.
Here are some of our local benefits:
- Generous Paid Time Off: Three weeks of PTO, plus 15 paid holidays, floating holidays, and increased holiday allowance based on tenure
- Health Coverage: Medical, dental, and vision insurance
- Retirement Savings: 401(k) plan with up to a 4% employer match
- Wellness Support: Gym membership subsidy
- Family & Lifestyle Benefits: Pet insurance and a College Savings Plan
- Employee Support: Employee Assistance Program (EAP)
#LI-MM1
Join ABBYY, and you will:
Love how you work
- We provide remote and hybrid working options to fit all lifestyles.
- We use flexible hours across most of our teams to allow you to find your own definition of balance.
- Encouraging a culture of giving, we provide two paid volunteering days off every year so you can take time to contribute to the causes you care about.
- To ensure your family is cared for, we offer paid parental leave in all our locations.
Love whom you work with
- We are a global team of 600+ colleagues, spread across 15 countries on four continents.
- With colleagues representing 30+ nationalities, our workforce reflects the world.
- Innovation and excellence run through our veins. Our teams gather the expertise which has garnered ABBYY more than 140 technology patents.
- We are guided by the values of respect, transparency, and simplicity.
- "Team Environment" is in the top three highest-scoring drivers of engagement across all of our departments.
Love what you work on
- We are a company with more than 35 years of experience in the technology market;
- Over 10,000 customers trust ABBYY, including many Fortune 500 ones, with names such as DHL, Johnson & Johnson, FDA, DMV, PwC, KeyBank, Spotify, and H&R BLOCK;
- We have modernized the capture market by creating the first low-code/no-code IDP platform.
- Our Machine Learning, Natural Language Processing, Computer Vision Technologies, and a marketplace built with AI, can transform any document in any process;
- Top Analyst firms recognize ABBYY's market leadership, including Gartner, Everest PEAK Matrix ® Assessment, ISG Intelligent Automation Lens, and NelsonHall, amongst others.
ABBYY is an Equal Employment Opportunity employer that values the strength that diversity brings to the workplace. To learn more about our commitment to Diversity and Inclusion, check out the careers section on our website.
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