Pre Sales Lead Qualification Specialist at Expedia Group

| Austin
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Expedia

The Pre-Sales Specialist will generate new business leads for the NA Acquisition Sales Team to support monthly & quarterly sales goals. Key functions include driving the development of leads from multiple sources and hand-off of qualified opportunities to an Acquisition Account Manager. To be successful in this role, you must be able to multitask, manage multiple projects, be motivated and results-driven, and enjoy working in a team environment. Other key functions include: 

 
  • Develop weekly, monthly, quarterly lead development strategies under the direction of Sales Management

  • Conduct research to identify potential prospects and follow up on contact lists

  • Develop leads for handoff to the sales team via telephone, email, Eloqua, and social media to identify appropriate buyers within the target market

  • Uncover customer and prospect interest to develop into a solid sales opportunity

  •  Initiate communication with prospects and conduct follow-up communications in order to qualify opportunities and move them into the sales funnel.

  • Oversee management and distribution of leads to sales team on an ongoing basis

  • Report to management on lead follow-up through SFDC, ensuring leads are tracked correctly and consistently across the sales team

  • Boost sales and contribute to our long-term business growth.

 
  • Work directly with manager and team and communicate strategic plans, goals and objectives

  • Research and profile targeted companies to identify key contacts & uncover opportunities

  • Place outbound calls to database prospects, prospective customer lists, channel partner customer lists to meet business objectives

  • Be an expert in objection handling methods, prospecting strategies and closing techniques

  • Conduct call campaigns to support company-wide business initiatives

  • Grasp technology service solutions and maintain an understanding of our marketplace, including competitors

  • Identify and articulate prospect's needs, expectations and priorities

  • Document every touch point with customer and prospect database via Salesforce.com

  • Hands-on experience with multiple sales techniques (including cold calls)

  • Track record of achieving sales quotas

  • CRM software (e.g. Salesforce)

  • MS Excel (analyzing spreadsheets and charts)

  • Understanding of sales performance metrics

  • Excellent communication and negotiation skills

  • *Desire to learn how to deliver engaging presentations

  • *Some knowledge of Sales Pipeline Management

  • Communication: adapt your communication style by quickly reading partner reactions and mood

  • Relationship Management: understand partners and customize engagement approaches; you uncover and pursue value-add opportunities for them

  • Partner Advocacy: demonstrate a “partner-first” mindset and create “win-win” situations while showing a bias-to-action by actively engaging and following up with stakeholders until issues are resolved

  • Planning & Quality Delivery: demonstrate accountability to meet assigned tasks and goals, you know how to prioritize and you demonstrate a willingness and capability to take on additional tasks

  • Data Driven Business Acumen: use software, data and tools to conduct analysis and derive insights; translate insights into actionable improvements or growth opportunities

  • Expertise Development: can quickly build and maintain expertise in HomeAway offerings and the vacation rental market

  • Continuous Improvement and Agility: proactively give and seek feedback and you are willing to learn and adopt agile principles, embrace changes, learn from failures and look for improvement.

  • Internal Collaboration: work well with cross-functional teams

Expedia is committed to creating an inclusive work environment with a diverse workforce. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. This employer participates in E-Verify. The employer will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS) with information from each new employee's I-9 to confirm work authorization.

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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
    • .NETLanguages
    • JavaLanguages
    • JavascriptLanguages
    • KotlinLanguages
    • ScalaLanguages
    • SwiftLanguages
    • jQueryLibraries
    • ReactLibraries
    • ReduxLibraries
    • AngularJSFrameworks
    • Backbone.jsFrameworks
    • DjangoFrameworks
    • HadoopFrameworks
    • Node.jsFrameworks
    • SparkFrameworks
    • SpringFrameworks
    • CassandraDatabases
    • DB2Databases
    • HiveDatabases
    • Microsoft SQL ServerDatabases
    • MongoDBDatabases
    • MySQLDatabases
    • TeradataDatabases
    • Google AnalyticsAnalytics
    • IllustratorDesign
    • InVisionDesign
    • ConfluenceManagement
    • JIRAManagement
    • SmartsheetManagement
    • WordpressCMS
    • SalesforceCRM

Location

Expedia Group has three offices in the Austin area with a 16-story building now open in the Domain.

An Insider's view of Expedia Group

How does your team reward individual success?

We love to reward our team members in multiple ways. We use a team slack “brag board” to post all of our positive partner feedback and wins on a regular basis. We also have ad-hoc competitions throughout each quarter where team members can earn time off, gift cards, lunch on the house, and many other fun prizes.

Kim

Sr. Manager, NA Partner Success

What projects are you most excited about?

As a Software Engineer, I’m excited to rebuild an old JavaScript and jQuery STAB component into a new React based component. The goal is to update this component to our new tech stack so when consuming applications move to using Catalyst based applications we can ease the integration process.

Juliana

Software Engineer

What makes someone successful on your team?

Being a successful finance person means being a strong business partner and not only understanding what is happening throughout the business but also being insatiably curious about it. It’s not enough to just know math, or know the numbers; you need to know where those numbers come from, how they get there and what's driving that result.

Sharon

Sr. Director Global Finance Operations

How do your team's ideas influence the company's direction?

The Talent Acquisition team is always pitching innovative ideas at our 120-day planning sessions that directly impact the company and recruitment experience. It’s amazing to see how quickly we’re able to implement new ideas every 120 days and measure the results. We’ve seen everything from employee referral reform to self-defense classes in Austin.

Marisela

Director, Global Talent Acquisition

How has your career grown since starting at the company?

I was hired as a Software Engineer II and have grown my leadership and technical skills while learning how my work directly impacts our marketplace and creates network effects. My growth has included improving search performance, helping teams build distributed systems, and mentoring and coaching new engineers from our Career Exploration Program.

Trey

Staff Software Engineer

What are Expedia Group Perks + Benefits

Culture
Volunteer in local community
We participate in an annual Day of Caring where Expedia Group offices from around the world all take a day in September to spend time volunteering for a favorite charity. This day is a paid day off!
Friends outside of work
Eat lunch together
Intracompany committees
Check out our employee resource groups here: https://www.expediagroup.com/about/diversity-inclusion/
Daily stand up
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Diversity
Documented equal pay policy
Dedicated Diversity/Inclusion Staff
Unconscious bias training
Diversity manifesto
Someone's primary function is managing the company’s diversity and inclusion initiatives
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Pet Insurance
Wellness Programs
Onsite Gym
Team workouts
Expedia Group's team fitness initiatives include In-office fitness classes at our Austin Domain 11 office.
Retirement & Stock Options Benefits
401(K) Matching
Company Equity
Employee Stock Purchase Plan
Performance Bonus
Match charitable contributions
Child Care & Parental Leave Benefits
Child Care Benefits
Generous Parental Leave
Vrbo offers up to 20 weeks of paid parental leave (yes, dads, too!) for eligible new parents with at least 1 year of service.
Family Medical Leave
Adoption Assistance
Company sponsored family events
From our annual holiday party (without kids) to our Halloween, Spring Picnic and Bring your kid to work day parties, employees have several opportunities to celebrate together throughout the year.
Vacation & Time Off Benefits
Generous PTO
Paid Volunteer Time
Paid Holidays
9 paid holidays + 2 floating holidays you can take any time during the year.
Paid Sick Days
Perks & Discounts
Casual Dress
Commuter Benefits
Company Outings
Game Room
Stocked Kitchen
Happy Hours
Happy hours are hosted At team's discretion.
Parking
Fitness Subsidies
Professional Development Benefits
Job Training & Conferences
Tuition Reimbursement
Diversity Program
Lunch and learns
Vrbo hosts lunch and learn meetings on occasion in addition to Fireside chats with notable leaders, Product Academy and Career Exploration Program.
Cross functional training encouraged
Promote from within
Online course subscriptions available
Customized development tracks

Additional Perks + Benefits

We believe everyone deserves - NEEDS - time away from the office and we encourage employees to take advantage of their paid time off. We offer travel discounts to make it even easier to get out and see the world.

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