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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
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