Since 2002, XTM develops and sells XTM Cloud, an enterprise SaaS translation management system with an integrated computer-aided translation tool. Their mission is to help enterprises reach global markets more efficiently by creating, delivering, and supporting an industry-leading platform to automate and manage all aspects of the localization process.
The Account Executive will be responsible for finding new clients, engaging the clients until deal close, managing the relationship, client strategy, growth strategy, engagement plan, and overall value delivered to prospects and accounts which include some of the largest brands in the world. The Account Executive is the client- facing individual who will be responsible for creating the client strategy to determine how to best align XTM’s solution to help multinational clients achieve their global initiatives.
The Account Executive will be responsible for developing C-level partnerships by generating a growth strategy in each target vertical including creating a vertical business plan focused on value demonstration and delivery to align with each prospective client’s critical business objectives. The role is focused on business-wide engagement to ensure client growth by embedding XTM’s solution into our client’s business process. The Account Executive will work closely with customer success, support, product, and marketing to ensure all needs are met and expectations are exceeded. This role will report into the Sr. Director of Global New Business once appointed.
Your responsibilities:
- Generate new business pipeline using a variety of tools to ensure a consistent stream of new business revenue
- Build and maintain institutional relationships with XTM’s prospective accounts through a consultative sales process
- Manage the diagnosis of client business needs, on an individual client and industry segment level, and lead the creation of annual service strategies to deliver tailored service and value to executives in a timely manner
- Create customized account plans for each institution, outlining service delivery and growth strategies for existing and potential relationships
- Lead strategic negotiation during contractual discussions
- Discuss cutting-edge strategic initiatives with an executive-level audience within each client
- Understand the changing business terrain that clients face
- Partners with the team to build and execute upon long-term client engagement strategy
- Partners with the Executive Team to bring new product development, client engagement, and competitive intelligence strategies to the larger team
- Navigate XTM’s solution on behalf of the client, ensuring the appropriate solution is provided to meet a client’s problems
- Educate clients on the benefits of XTM’s solution through articulation of XTM’s value proposition
- Utilize new and existing client relationships to navigate within an institution and generate/contact growth leads
We are looking for someone who has:
- 2+ years B2B sales experience; proven ability to identify and develop Executive partnerships by building/maintaining relationships with decision-makers
- Experience in selling technology/services in translation/localization is a plus
- Demonstrated record of success at selling into mid market organizations
- Strong relationship building and interpersonal skills with the ability and executive poise to interface at all levels of management
- Entrepreneurial mindset and approach to managing a business portfolio
- High degree of comfort with technology and use of SaaS-platforms
- Proven track record of developing industry relationships with clients and peers, vendors and business partners
- Organization and time management skills
- Solid written and verbal communication skills at all levels; ability to pull together compelling sales presentations and proposals
What we offer:
- Access to e-learning platform
- Training program
- Individual development plans
- Remote work
- A great team and work atmosphere