Company: TransPerfect
Company Description: TransPerfect is the world’s largest provider of language and technology solutions for global business. From offices in over 100 cities on six continents, TransPerfect offers a full range of services in 200+ languages to clients worldwide. TransPerfect is fully ISO 9001 and ISO 17100 certified. TransPerfect has global headquarters in New York, with regional headquarters in London and Hong Kong.
Nomination Category: Sales Awards Individual Categories
Nomination Sub Category: Sales Engineer of the Year
 Nomination Title: Javier Masides
- Which will you submit for your nomination in this category, a video of up to five (5) minutes, explaining the achievements since July 1, 2020 of the nominated individual, OR written answers to the questions? (Choose one):
Written answers to the questions
- If you are submitting a video of up to five (5) minutes in length, provide the URL of the video here, OR attach it to your entry via the "Add Attachments, Videos, or Links to This Entry" link above, through which you may also upload a copy of your video. If you are submitting written answers to the questions for this category, provide them in the spaces below.
- Briefly describe the nominated individual: history and past performance (up to 200 words):
Total 120 words used.
Javier Masides is a highly skilled and accomplished Sales Engineer who has demonstrated strong leadership abilities within his team. He is proficient in four languages and has consistently excelled as a top performer in closing deals. Since joining the company in 2013, he has been promoted twice and has taken on additional responsibilities, including handling high-profile RFPs in the Life Sciences sector and overseeing technical deals for Southern Europe and Latin America. Javier has demonstrated a strong track record of achievement and has made significant contributions to the growth and success of the company. His leadership, technical expertise, and dedication make him a valuable asset to the organization and a strong candidate for the Sales Engineer of the Year Award.
- Outline the nominee's achievements since July 1 2020 that you wish to bring to the judges' attention (up to 250 words):
Total 243 words used.
Since July 1, 2020, Javier:
- Has consistently met and exceeded his quota by 120% YOY
- Has been the #1 Top Sales Engineer performer outside of the US consecutively for the past seven years
- Has generated over $4M (in technology license fees, which has facilitated tens of millions of dollars in services revenue
- Has specialized, certified, and re-certified in the Veeva platform, helping the sales team close 10 new Veeva deals with many more in the pipeline
- Has led our Life Sciences Technology RFP strategy for companies like Roche, Sanofi, and Pfizer
- Has successfully led dozens of complex sales with RFP cycles and POC setups
- Has been instrumental in successfully securing several large, multi-year contracts with key clients in the life sciences sector, contributing significantly to the overall growth and success of the company
- Has led the expansion of the sales engineering team, resulting in increased efficiency and productivity, allowing the company to take on more business and further solidify itself as a leader in the industry
- Has developed and implemented new processes and strategies for managing technical deals in Southern Europe and Latin America, resulting in a significant increase in closed deals that helped the company establish a strong presence in these regions
- Has mentored and trained junior sales engineers, helping them develop their skills and careers, contributing to the overall success of the team, and ensuring that the company has a pipeline of talented individuals ready to take on future leadership roles
- Explain why the achievements you have highlighted are unique or significant. If possible compare the achievements to the performance of other players in your industry and/or to the nominee's past performance (up to 250 words):
Total 247 words used.
Consistently meeting and exceeding quota by 120% year-over-year is an exceptional accomplishment that sets Javier apart from his peers both within our organization and in the wider industry. He has been our top-performing sales engineer outside of the US for the past seven years. This requires high-level technical expertise, communication skills, and dedication to the job. That he has consistently ranked as a top performer is a testament to his exceptional abilities.
Javier has led dozens of complex sales cycles with RFPs and POC setups, proving his ability to navigate elaborate sales processes, effectively communicate, and demonstrate the value of the company's technology. He has played a key role in securing large multi-year contracts with key clients in Life Sciences. These types of contracts are highly competitive and require high-level technical expertise, strong negotiation skills, and the ability to build and maintain relationships with clients.
He is also relentless in his dedication. While the industry standard is four–five product demonstrations per week, Javier regularly averages over 20. This demonstrates his sales expertise and his ability to consistently drive results.
Javier’s leadership in expanding the Sales Engineering team and implementing new processes and strategies for managing technical deals in Southern Europe and Latin America has had a significant impact on the company's growth and success. These initiatives required high-level strategic thinking and the ability to effectively communicate and execute a vision. That he was able to implement these changes and drive results demonstrates his unique capabilities and value.
- Reference any attachments of supporting materials throughout this nomination and how they provide evidence of the claims you have made in this nomination (up to 250 words):
Total 120 words used.
- Sales figures and performance metrics demonstrate the significant contributions made to the overall growth and success of the company. These figures show that Javier has consistently exceeded his sales targets and has played a key role in driving business for the organization.
- Testimonials from clients and colleagues highlight exceptional technical expertise, communication skills, and dedication. These testimonials provide further evidence of the unique value that Javier brings to the organization and the high level of respect he has earned from his peers and clients.
- Case studies demonstrate the successful implementation of new processes and strategies led by Javier Masides. These case studies provide concrete examples of Javier’s ability to drive results and make a tangible impact on the company's success.
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