Strategic Account Executive

LanguageLine Solutions

25d

About The Position

This position is responsible for driving new revenue growth by identifying and selling language solutions to Government organizations within a defined base of prospective and current customers. These organizations include state and local government, non-profits, public education and public health. Product suite solutions include: telephone interpretation, video interpretation, language proficiency testing, translation and localization as well as emerging solutions.

Requirements

Bachelor’s Degree or equivalent sales experience.
Language services industry experience.
Proven ability to sell to top-level executives in by articulating value proposition and tangible ROI.
Excellent written and verbal communication skills.
Must be highly motivated, possess a positive attitude and have excellent organizational skills.
Proficient in MS Word, Excel, and PowerPoint, and Salesforce.com applications.
Travel as required (up to 40%).
For U.S. Positions: Candidates must be authorized to work in the US without the need for visa sponsorship.

Nice To Haves

Customer Centric Selling, Solution Selling, SPIN Selling – a plus.

Responsibilities

Identify, engage and close sales opportunities with new Government customers as well as existing customers that represent opportunities for growth.
Deliver on company objectives of increased revenue and profit margins with an emphasis on longer contract duration and multi-product language solutions.
Develop a strategic customer acquisition plan targeting top accounts and new business development initiatives.
Manage a portfolio of Government leads generated through prospecting calls and company marketing sources.
Understand complex customer issues regarding language support and recommend solutions based on full suite of company products and services.
Negotiate contract terms and conditions and manage contract process through to execution
Create sales plans for specific sales opportunities by identifying customer decision makers, compelling events, buying process, competitors, and action items.
Interface with product and market specialists to develop cross-product deal pricing and effectively position with customer evaluation teams.
Manage complex sales opportunities by ensuring buy-in from all customer stakeholders.
Coordinate the development of comprehensive proposals in response to customer RFIs and RFPs.
Document and track all activity using Salesforce.com including pipeline opportunities, customer communications, task follow up and implementation records.
Ensure efficient and effective transition of customer deal after close to Account Manager for day-to-day account responsibilities.
Provide support to cross-functional teams as needed (tradeshows, networking events, demonstrations and sales calls).
Meet or exceed annual revenue targets.
Maintain accurate and updated pipeline.
Minimum of 30 events per month. (Includes F2F & Video/phone conferences)
Track all activity in Salesforce.com.