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Inside Sales Representative

Montreal, Quebec, Canada

Inside Sales Representative

Montreal | Quebec | Canada

Inside Sales Representative


The role of an Inside Sales Representative is part of our sales development program, which has a strong focus on performance against sales goals with an opportunity to advance your career. The Inside Sales Representative is responsible for sales activities within an assigned market, with the goal of developing new business opportunities. They will be responsible for positioning all of Lionbridge solutions with the help of product specialists with prospects who have Translation / Localization and Marketing needs. They will manage the entire sales process including lead generation, qualification, discovery, solution development / presentation, negotiation and close.
The core focus for this role is bring in net new business from companies smaller than $1 Billion in revenue turnover from an assigned geographic territory (may differ by region).

Roles / Responsibilities
  • Generate new leads and opportunities from personal activity (cold calling, social selling, reviewing industry publications, events, advanced Internet research skills)
  • Gain and expand clients & contacts through consistent and effective outreach
  • Independently contact prospects to present Lionbridge's solutions that can benefit their communications and digital marketing strategy
  • Work to qualify / close leads (MQLs) sourced by marketing
  • Responsible for positioning all Lionbridge solutions & services with help from product specialists for advanced solutions
  • Identify key stakeholders in decision-making process
  • Demonstrates in-depth knowledge of Lionbridge services and solutions
  • Educates prospects of product features, configurations, pricing, services, availability, etc.
  • Performs effective online or in-person demonstrations
  • Develops, maintains and utilizes a sales development plan within assigned regional market and/or vertical industry
  • Nurture prospects for ESD and AE sales roles
  • Maintains a robust and up-to-date pipeline of active opportunities
  • Manage opportunities to closure
  • Strategically orchestrate both internal and external resources throughout the sales process
  • Accurately capture and report all aspects of account and opportunity information within a sales force automation (SFA) application
  • Provide an accurate report on forecast / pipeline on a periodic basis
  • Comply with all lead management service-level agreements
  • Collaborates and maintains relationships with upper management, Account Managers and internal / external Operations teams

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

Technologies Supporting the Role
  • Sales force automation
  • Business and account news / information sources & aggregators
  • Social selling tool
  • Web conferencing / telepresence
  • Sales asset management platform
  • Customer care database

Success Metrics

  • Booking revenue within 12 months of initial win
  • Booked to realized revenue
  • Other lead generation activities
  • Number of leads provided to product specialists (by product)
  • Quality of client transition to Program Manager at the 12 month mark

Typical Compensation Structure
  • Commission Rate based on invoiced revenue for 12 months (from 1st invoice)
  • Initial bonus on 1st order (as per bookings policy)

  • Bachelor's degree required

Background / Experience
  • Two to four years sales experience with track record of quota achievement in a closing role
  • Experience selling technology or complex offerings to SMBs
  • Tele-prospecting background preferred

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

  • Localization industry concepts, practices, policies and procedures preferred
  • Awareness of different industry types; competitors; products and value propositions desirable
  • Awareness of Digital Marketing; SEO; Customer Experience; CMS Systems; Content Development; desirable
  • Familiarity with Onboarding of customers desirable

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