EMEA Sales Manager / Sales Director
Cluj, RO
2 zile în urmă

Who are we?

SDL is the global leader and innovator in language and content management technology and services. We enable companies to create meaningful digital journeys and form important emotional connections with their global customers by powering the creation, translation and delivery of relevant, personalized content to make understanding possible.

We are a dynamic, collaborative and globally diverse team, working together to completely transform how the world communicates and connects with one another through content.

If you like making an impact, helping others, taking a fresh look at processes and tools, furthering an open an innovative culture and tend to generally look at even the smallest task in the context of how it impacts the overall organization we should talk!

What is this role?

  • Leads a large sales team to develop and execute sales plans that create and sustain long-term client relationships, resulting in generating business with new and existing customers that drive profitable revenue growth.
  • Applies significant product and sales expertise to enable a customer focused and results driven team.
  • Drives the Sales team to manage and grow the business within EMEA across the complete range of SDL services and technology solutions.
  • The position will report into SDL’s VP Sales & Strategic Accounts.

    The position can be based in any location in Europe.

    Main Objectives

  • Be responsible for and manage sales quotas, budgets, pipeline generation and sales strategies for the complete EMEA region;
  • Support, lead and manage entire operations, sales activities and cycles for the complete range of SDL Services and Technology solutions;
  • Establish sales plans and goals based on in-depth analysis of market conditions, SDL’s strategic objectives and customer objectives / needs;
  • Leverage client relationships, industry and market knowledge to grow accounts, secure new revenue streams, and uncover / address client relationship issues;
  • Contribute to hiring and on-boarding sales force for the Region;
  • Train, coach, motivate and manage complete sales force in the EMEA Region;
  • Support actively the complete sales cycle of opportunities with the sales team, including prospecting, outbound and hunting sales activities, defining sales strategies, supporting internal and external sales processes, identifying and mitigating risks, mobilising internal teams in the sales process, coaching sales team, attending client meetings;
  • Contribute to designing, deploying and orchestrating SDL’s sales and market penetration strategies for the EMEA region;
  • Aggregate input from a variety of sources (e.g., sale metrics, trends, observation, client relations) to adjust and adapt sales strategies to achieve more profitable outcomes;
  • Work with SDL Inside / Outside sales organisation to define and execute lead generation strategies through Outbound and Inbound strategies;
  • Identify new revenue streams and high impact markets and verticals, define and implement specific sales strategies and value propositions to address these new markets and verticals;
  • Support SDL Field Marketing in market awareness, customer engagement and lead generating activities in EMEA region, manage execution with Marketing team and measure ROI;
  • Work effectively with SDL (Field) Marketing, Presales, Professional Services, Consultants, PMO, Sales Operations and other organisations to define and implement high quality and revenue-generating strategies and sales enablement;
  • Measure and manage targets, goals and performance of sales team in EMEA region;
  • Make sure that competence evolution and training needs of EMEA Sales team are identified and addressed in clear and regular plans;
  • Operate as escalation point for clients and internal teams in the sales process and organisation;
  • Assess EMEA markets and competitive landscapes on an ongoing basis, and feed SDL Sales Management with insight, advise and data to adapt and fine-tune go-to-market strategies and sales activities;
  • Report sales activities, pipeline management and performance on an ongoing basis to SDL Sales Management;
  • Develop and deliver professional, on target, effective, presentations, RFP responses and proposals with high win rates;
  • Ensure constant, up-to-date and complete capture of data quality of sales activities in SDL’s CRM (Salesforce), as well as adequate use of sales methodologies adopted by SDL;
  • Main Success Factors

  • Articulation and implementation of detailed go-to-market plans and sales strategies across complete EMEA territories;
  • Effective implementation of Outbound lead generation activities (measured through pipeline value, velocity and ageing, and agreed activity KPI’s);
  • Effective penetration and revenue growth in new verticals, territories, markets, and revenue streams;
  • Team performance and satisfaction;
  • Understanding and leveraging of the unique skills and expertise of the team to the fullest potential, and expanding opportunities for growth and development;
  • Pipeline build-up and evolution;
  • Conversion and win rates of pipeline and opportunities;
  • Buy-in and engagement from complete region (all sales support groups) and Sales Management in business plan and sales strategies;
  • Meeting and exceeding region’s sales quotas and KPI’s;
  • Acquisition of new Logos in EMEA region;
  • Customer satisfaction, retention and growth;
  • Effective removal of barriers to success and addressing performance issues;
  • Fostering climate of collaboration with other teams and clients;
  • Effective collaboration across a variety of internal organisations to ensure a unified and professional face to the customer;
  • Articulation and effective use of value propositions, differentiating solutions and sales strategies;
  • Successful on-boarding and performance build-up of new / recent hires, as well as recruitment in accordance with plans;
  • Effective cooperation with Field Marketing to deploy lead generation activities and accelerate pipeline generation;
  • Ongoing training and skills evolution of sales team;
  • Requirements :

  • Proven experience of managing sales teams, achieving and exceeding quotas, defining and deploying agile and targeted sales strategies;
  • Sharp knowledge and understanding of business ecosystems and market insight;
  • Ability to motivate and inspire teams; drive and achieve clear goals and targets; orchestrate sales and business strategies;
  • foster team work among different resources and parts of the organisation including Field Marketing, Presales, Professional Services, Sales Operations, PMO etc.

  • Robust experience of selling services and technologies, in the localisation industry or similar environment in relation to digital content and / or technologies
  • Hunter mentality with demonstrated success sourcing leads, qualifying opportunities and closing deals;
  • Tenacious and extremely result-driven. You want to be at the top of the leader board and hate losing. We are looking for quota killers, not quota achievers;
  • Experience selling to senior management at different sized accounts;
  • Demonstrated aptitude in acquiring / applying industry expertise successfully in sales cycles;
  • Creative, disruptive and versatile; able to build solutions and value propositions, and think out of the box;
  • Very strong communication and presentation skills;
  • You care about creating value for your team and SDL customers;
  • Self-motivated and able to appropriately set and pursue own goals in support of the organisation's goals
  • A proven track record of hitting and exceeding targets as an individual contributor and sales leader.
  • Skills

  • Bachelor's or Master degree;
  • 7+ years of experience in senior sales leader positions.
  • Minimum 6 years of experience in solution selling and business development;
  • Excellent networking skills and deep network of contacts within the industry.
  • Ability to define problems, collect data, establish facts, and draw valid conclusions in order to present and sell SDL Solutions.
  • Demonstrate and articulate strategic rationale and logical flow when communicating both verbally and in written form.
  • Dynamic, enthusiastic and charismatic personality with polished presentation skills.
  • Ability to travel as needed; up to 60%.
  • Ability to work remotely with appropriate home office environment.
  • Excellent communication skills in written and spoken English;
  • Successful experience in selling technology products or multilingual solutions, and knowledge of the linguistic industry would be a distinct advantage;
  • Proven business development success via consultative selling;
  • Strong negotiating and influencing skills;
  • Can do attitude, quick learner, independent and self-motivated;
  • Strong verbal and written communications skills as well as effective human relations skills and proactive approach to the sales process;
  • Excellent in-person and phone-based presentation skills;
  • Eager to learn;
  • Working knowledge of Salesforce.com preferred,
  • A bright, energetic, hands-on commercial operator who can work effectively in a high-growth, entrepreneurial environment but can report as required.
  • Looks forward to the challenge of building from zero.
  • Competitive, detail oriented and excellent communication skills.
  • Benefits :

  • Amazing benefits. (Seriously.)
  • Infinite training, professional development and personal growth opportunities
  • The rare opportunity to impact how organizations communicate globally. There’s a reason we work with 90 of the top 100 brands.
  • Smart, engaged co-workers, a culture of innovation and opportunity.
  • Great work life balance
  • To learn more about working at SDL go to

    Software and Services for Human Understanding

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