The core focus for this role is generating business from new logos through outbound selling efforts. The ESD is responsible for achieving assigned sales targets, maintaining profitable growth within a territory and executing on overarching sales and corporate objectives. They will manage the entire sales process including lead generation, qualification, discovery, solution development / presentation, negotiation and close. The target customers are companies larger than $1 Billion in revenue within an assigned geographic territory.

 

Roles / Responsibilities

• Achieve prospecting goals by generating new leads and opportunities from personal activity (cold calling), trade shows, internal & external conferences, regional organizations, etc.
• Achievement of subsequent revenue targets and other sales performance requirements
• Work to qualify / close leads (MQLs) sourced by marketing
• Maintain a pipeline of active opportunities
• Manage opportunities to closure
• Develop a deep understanding of your prospects business goals, competition, growth plans and obstacles
• Responsible for positioning all Lionbridge solutions & services with help from product specialists
• Communicate strategic information such as market intelligence, key customer data, competitive analysis and pricing information to internal constituencies
• Advocate for your client and be customer focused
• Act as liaison between Lionbridge operations and clients
• Provide strategic & tactical leadership internally and externally throughout the sales process for all opportunities
• Accurately report on forecast / pipeline
• Support the preparation of all proposals and client quotations.
• Accurately capture and report all aspects of account and opportunity information within a sales force automation (SFA) application
• Support and ensure that any, and all reporting requirements are completed and submitted in the timeframe specified by client
• Be willing to travel

 

Organisational Interlocks

• Sales leadership / management
• Solution Architects
• Channel partners
• Field marketing
• Sales enablement
• Product marketing / management
• Legal / pricing / contracts
• Sales operations
• Sales support

 

Technologies Supporting the Role

• Sales force automation
• Information news aggregators
• Sales asset management platform
• Social selling tool
• Web conferencing / telepresence

 

Success Metrics

• Net New Bookings as per the Bookings Policy
• Invoicing to the customer within 12 months if booked as WIN in SFDC
• Booked to realized revenue
• Other lead generation activities
• Number of leads provided to product specialists (by product)
• Quality of client transition to Account Executive at 12 months mark

 

Education

• Bachelor’s degree required
• Master’s degree preferred

 

Background / Experience

• Five to ten years previous direct sales experience
• Five to seven years relevant industry experience
• Five to seven years relevant product experience preferred
• Experience selling to Global 2000 level companies, with a focus in one or more of the following verticals: Technology, Travel & Hospitality, Retail &/or CPG industries
• Proven HUNTER with experience of cold-calling for new business with new logos
• Previous digital marketing experience preferred

 

Skills & Behaviors

• Strategic & Analytical Thinking
• Creates the New & Different
• Political Savvy
• Executive Presence
• Negotiation
• Builds & leverages Customer Relationships
• Collaborates to Achieve Company Goals

 

Knowledge

• Localization industry concepts, practices, policies and procedures preferred
• Specific industry and market segments; competitors; products and value propositions by persona required
• Expertise with Digital Marketing; SEO; Customer Experience; CMS Systems; Content Development; OPI; Machine Intelligence; Neural MT; Testing; may be required based on SBU focus
• Customer centric experience / Solution Selling highly desirable, through understanding and awareness of how trends impact our business and our customers
• Strong negotiation skills to create a win-win for both company and client
• Understanding of when and how to influence the customers buying cycle
• Demand creation and account management processes
• Experience in the development of strategic sales strategies, solutions, proposals and account plans
• Familiar with financial terms & concepts; service-level agreements; B-to-B buying processes; contracts and contracting procedures
• Familiarity with Hand-off Processes for Onboarding customers to new programs