Business Development Director

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

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

Education

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

Background / Experience

• Five to Seven years previous direct sales experience
• Relevant industry experience is preferred but not mandatory
• Experience selling to Top Korean companies, with a focus in one or more of the following verticals: Technology, Electronics, Defense and Aerospace, 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