Enterprise Sales Director
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