Channel Lead (Americas)

Abbyy•Austin, TX

23h•Hybrid

About The Position

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.

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

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

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)
remote and hybrid working options
flexible hours
two paid volunteering days off
paid parental leave