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Global Account Executive

Remote

Global Account Executive

Remote

Lionbridge is seeking a Global Account Manager to manage business with a key customer. The Global Account Manager and their team creates opportunities, develops new business, creates solutions, drives revenue and supervises project delivery for Lionbridge's strategic partnership with key customers.

In that role, the Account Manager supervises a team vertical VPs, business development directors, account managers and global program directors/global program managers to achieve stated revenue, profitability and CSAT goals.

The Account Manager will own responsibility for achieving stated revenue, profitability and customer satisfaction goals and will execute this mission by directly managing multiple customer verticals / lines of service directly.

The right candidate will bring to this position: deep knowledge of and affinity for their customer's culture, experience in leading sales and account management teams, a proven customer delivery record and focus, new solution development experience and ability to comprehend new areas, ability to develop relationships, drive to innovate, leadership by influence, ability to negotiate large contracts.
Key Responsibilities :

  • Develop a global account strategy as well as program level strategies to achieve the stated revenue and margin goals
  • Develop a marketing and sales strategy to grow Lionbridge's presence;
  • Develop/Manage a team of sales, account management and program management professionals who have the skills, resources and capacity to successfully sell Lionbridge services to those customers
  • Respond in a timely manner to any and all sales leads, inquiries, and/or concerns that might arise during project.
  • Maintain, identify and grow key (potential) customer relationships;
  • Organize process, service innovation on a project level and through programmatic activities;
  • Manage operations to ensure that customer programs are delivered to the customers' requirements;
  • Organize monitoring of projects to ensure that staff and client work in a harmonious manner to ensure that ongoing customer satisfaction is achieved (internal review cadence, customer driven review cadence)
  • Build strong, productive relationship with on-site and off-shore delivery teams.
  • Develop RFP responses and proposals in collaboration with Operations, Finance, HR and other appropriate corporate functions ;
  • Manage/Support all MSA, SOW, price negotiations
  • Build on-going high-level customer relationships within clients.
  • Serve as an escalation point for the client;
  • Pro-actively manage team members by managing and communicating performance, compensation and organizational changes.
  • Maintain sales/revenue forecasts, as specified by the CRO and COO


Skills
  • Strong customer focus, with an ability to lead / guide the organization to achieve deliverables that meet the customer's requirements;
  • Ability to learn new fields of expertise;
  • Excellent verbal and written communication skills;
  • Strong negotiating skills and presentation skills;
  • Strategy and business planning, ability to see the "big picture";
  • Ability to work with different time zone and cultures;
  • Must demonstrate energy and enthusiasm in the workplace;
  • Must multi-task very well;
  • Must be available to travel.


Experience
  • 5+ years track record in large scale solutions delivery to a strategic customer, tech industry experience a must;
  • Senior-level, P&L background in selling and marketing professional services to a tech industry customer
  • Relationship management, high-level client exposure;
  • International team leadership.


SUPERVISORY RESPONSIBILITIES:
  • Manages, recruits, mentors and/or trains direct reports


QUALIFICATIONS:
    • 10+ years sales experience or equivalent in technology industry


EDUCATION AND/OR EXPERIENCE:

MBA or Engineering Degree or related field of study, or equivalent experience

REQUIRED KNOWLEDGE, SKILLS AND ABILITIES:

  • Proven large business-to-business (corporate) account sales success and knowledge of large contracts and proposal process.
  • Successful track record of selling multi-million dollar, multi-year, complex engagements to enterprise clients and technology companies.
  • Knowledge of consultative sales concepts and strategies with significant demonstrated experience and account wins.
  • Proven experience with developing business solutions on an international level.
  • Broad working knowledge of information technology.
  • Proven track record of both internal and external relationship building.
  • Ability to analyze business opportunities; develop effective sales strategies and plans; and close business to achieve penetration and grow revenue.
  • Demonstrated ability to develop and deliver value/benefit analysis to technical and business stakeholders.
  • Demonstrated skill in negotiating with clients to create a win-win for both company and client.
  • Ability to communicate effectively with all levels of decision-makers and employees of client and Lionbridge.
  • Excellent and effective oral and written communication skills including use of spreadsheets, presentations, email applications.
  • Ability to write reports in a clear and concise manner.
  • Ability to represent and communicate with a diverse population while maintaining professionalism and confidentiality at all times.
  • Entrepreneurial spirit.
  • Team player who works collaboratively with colleagues, management and all points of the organization.
  • Proven experience managing multiple departments and/or functions
  • Excellent at managing people: team building, vision sharing, conflict resolution, stakeholder management, negotiation, and decision making.
  • Proven ability to communicate company direction, goals and maintain high morale


PHYSICAL REQUIREMENTS:
    • Requires eye-hand coordination and manual dexterity sufficient to operate a keyboard, photocopier, telephone, calculator and other office equipment
    • Requires normal range of hearing and vision to record, prepare and communicate appropriate reports
    • Requires working under stressful conditions or working irregular hours
    • Occasional high stress work may require dealing with customers/clients
    • Must be mentally adaptable and flexible in dealing with a variety of people


WORKING ENVIRONMENT:
  • Work is generally performed in an office.
  • Will travel on occasion.

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Lionbridge embraces equal employment opportunity and a diverse workforce, making hiring and employment decisions based on individual merits and talent without regard to any protected status.
If you believe you need a reasonable accommodation in the online job application process for a posted position, please contact us at careers@lionbridge.com for assistance.