Strategic Account Executive

Job Description

Position Title: Strategic Account Executive

Reports To: Vice President, Government

Department: Sales

Location: Northwestern US Government Territory

Status: Full-Time Employee, Exempt

Summary

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.

Major Responsibilities, but not limited to:

• 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).

Metrics will include (but are not limited to) the following:

• 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.

Qualifications:

• 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.
• Customer Centric Selling, Solution Selling, SPIN Selling – a plus.
• 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. At this time,
Teleperformance Specialized Services Companies does not offer visa sponsorship for this position.

Equal Opportunity Employer. All qualified applicants will receive consideration for employment and will not be discriminated against based on race. color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, pregnancy, genetic information or any other consideration prohibited by law or contract.

Compliance with Disability Laws. It is the policy of LanguageLine that qualified individuals with disabilities not be discriminated against because of their disabilities in regard to job application procedures, hiring, and other terms and conditions of employment. It is also our policy to provide reasonable accommodations to qualified individuals with disabilities in all aspects of the employment process. We are prepared to modify or adjust the job application process or the job or work environment to make reasonable accommodations to the known physical or mental limitations of the applicant or employee to enable the applicant or employee to be considered for the position he or she desires, to perform the essential functions of the position in question, or to enjoy equal benefits and privileges of employment as are enjoyed by other similarly situated employees without disabilities, unless the accommodation will impose an undue hardship.

VEVRAA Federal Contractor requesting appropriate employment service delivery systems, such as state workforce agencies and local employment delivery systems, to provide priority referrals of protected veterans.

PAY TRANSPARENCY NONDISCRIMINATION PROVISION
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-I.35(c)