Partner Business Development Manager, EMEA

Job Description

ABBYY is seeking a Partner Business Development Manager for the EMEA region. This role focuses on expanding the strategic partner ecosystem to drive new business growth. The ideal candidate will identify, engage, and activate new go-to-market and technology partners to influence revenue and promote solution-based selling. This role involves cross-functional collaboration with sales, marketing, partner innovation, and product teams to execute partner-led strategies.ABBYY is a trusted partner for purpose-built AI and intelligent automation, serving over 10,000 customers, including many Fortune 500 companies.Responsibilities:

• Drive new business by identifying and onboarding high-potential GTM partners, VARs, and ISVs across priority industries and countries in EMEA.
• Initiate and expand technology alliances that complement ABBYY’s product portfolio and unlock new customer use cases.
• Collaborate with sales leadership to align partner activities with regional sales targets and pipeline creation goals.
• Develop joint value propositions and solution plays with partners that can be scaled and replicated across the region.
• Own partner business planning from first engagement to activation, supported by Partner Enablement and Marketing teams.
• Champion the adoption of ABBYY’s Global Channel Program and align partners to tiering, incentives, and enablement paths.
• Track, measure, and report on influenced and sourced pipeline from new partners.

Requirements:

• Experience in Intelligent Automation (RPA, IDP, BPM, or similar), with a solid grasp of how solutions are built and sold.
• Track record of developing new partner relationships that resulted in measurable pipeline and/or revenue.
• Understanding of both enterprise sales and partner-led sales motions, ideally with exposure to SIs, consultancies, and/or ISVs.
• Ability to thrive in matrix environments, collaborating across sales, product, and marketing.
• Highly motivated, entrepreneurial mindset, not afraid to take the ownership of initiatives.
• Flexibility to travel as needed.
• Bachelor’s degree or equivalent experience in business, sales, or related field.
• Drive adoption of the Global Channel Program.

Benefits:

• Work from home, remotely, or hybrid
• 30 vacation days per year
• Private pension, employer contribution of up to 15%
• Volunteering Time Off (2 days/ year)
• Flexible working hours