Partner Business Development Manager, EMEA

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.

ABBYY is expanding its strategic partner ecosystem to drive new business growth across EMEA. As Partner Business Development Manager, your core mission is to identify, engage, and activate new go-to-market (GTM) and technology partners that directly influence revenue and drive solution-based selling. You will work cross-functionally with sales, marketing, partner innovation and engagement, and product teams to create and execute partner-led strategies that generate pipeline and deliver measurable business impact. This role is not about managing existing partners or renewals; it’s about building new partner-sourced and influenced opportunities and scaling joint value propositions that align with ABBYY’s growth goals in the region.

Key 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.

Job 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.

Here are some of our local benefits:

• Work from home, remotely, or hybrid.
• Private health insurance.
• Private pension (up to 5% EE and 4% ER).
• Volunteering Time Off (2 days/year).
• Flexible working hours.

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.