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Company: Lionbridge Technologies, Inc.
Company Description: Lionbridge Technologies, Inc. (NASDAQ: LIOX) Lionbridge’s globalization, translation, testing and development services enable global businesses to confidently deliver products and content to international markets. Based in the USA, with facilities 20 cities and 10 countries, more than 70% of its employees are non-US natives.
Nomination Category: Individual Awards Categories
Nomination Sub Category: Best Sales Executive
Nomination Title: Paula Barbary Shannon, Chief Sales Officer
Tell the story about what this nominee achieved in the past year (up to 500 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:
As a $160M, worldwide IT services firm, Lionbridge Technologies faced a
challenging environment in 2002 and 2003. In spite of the weakened market, Paula
energized the sales force and the company by: championing the integration of
sales forces following two successful mergers; restructuring what was primarily a
geographic organization; and rallying operations and professional services to
create and deliver new solutions to win and retain new customers. Since 2002,
non-IT sector revenue grew by 34%. The company has enjoyed 18% - 20% organic
growth for both years. All this achieved while hitting the transparent revenue
commitments that analysts and investors expect from a public firm
(NASAQ:LIOX). Paula delivered above budget revenues at below budget cost and
with forecasts that never varied more than .5% per quarter.
The best way to illustrate these skills is to let her colleagues speak for themselves:
“Paula is that rare sales leader who combines deep domain expertise, a razor-
sharp business acumen, and a relentless can-do attitude that infects and inspires
her team, her peers, and her customers. Lionbridge’s success is predicated on
seamlessly bridging cultures, languages, and time zones, and nobody embodies
this more than Paula. Paula sets an extremely high standard for her entire
organization, and then leads by example in every business interaction”
Robin Lloyd
VP, Marketing
“Polyglot, globetrotter, team builder, task master, trend setter, energizer….Paula
Shannon epitomizes the modern International Sales Executive. She works as
easily and effectively in Shanghai as she does in San Francisco. Since 2001,
Paula has guided the Lionbridge worldwide sales team through the
telecommunications sector downturn and Internet meltdown back onto a fast
growth track with 18 – 20% organic growth over the past 2 years. With clients in
20+ countries globally, and 70 sales people in 13 countries, Paula provides
leadership to a sophisticated, global team of sales professionals.”
Henri Broekmate
SVP, Worldwide Operations
“Paula is a truly is an 'International' person. She moves smoothly across time
zones, languages and cultures, while retaining her charisma, professionalism and
charm. Mastering five languages fluently, she can relate both verbally and
emotively with everybody she encounters. Paula consistently encourages,
empowers and enlightens her global sales force. Standouts among her skills are
her ability to collaborate on complex engagements, her ability to turn doubt into
delight, and her dexterity in challenging, multi-cultural negotiations. Most
importantly, her ability to 'be there' for her peers and her direct-reports is the last
key to Paula’s success.”
Helena Walsh
Sales Director, Lionbridge Ireland
"As a fast-growing organization that spans languages, countries and cultures
worldwide, we rely on Paula as our sales leader to communicate the value
Lionbridge can bring to global organizations. Penetrating new markets,
expanding existing client relationships and effectively communicating the value of
a services organization can be monumental challenges. Thanks to Paula's
leadership over the past year, Lionbridge has achieved the highest organic growth
rate in our Company history and accomplished a number of milestones that
position the company for continued success in 2004 and beyond."
Sara Buda,
Director, Investor Relations
List hyperlinks to any online news stories, press releases, or other documents that support the claims made in the section above. IMPORTANT: Begin each link with http://, and enclose each link in square brackets; for example, [http://www.youraddress.com]:
Record 3rd quarter Revenues:
http://biz.yahoo.com/prnews/031027/nem040_1.html
Successful Secondary Offering on the Back of Strong Revenue
http://www.lionbridge.com/company/p/931/l/1/content.html
Record 2nd Quarter
http://www.lionbridge.com/company/p/928/l/1/content.html
"Sharply Higher Revenues"
http://www.bizjournals.com/boston/stories/2003/07/21/daily2.html?jst=s_rs_hl
Industry Award for new, customer-centric technology innovation developed for
Morgan Stanley
http://www.lionbridge.com/company/p/915/l/1/content.html
New Channel Model - Translation as a .Net Service
http://www.lionbridge.com/company/p/916/l/1/content.html
Q1 Press Release on 2002, "Double-Digit" Revenue Growth
http://www.lionbridge.com/company/p/910/l/1/content.html
Boston Business Journal (17% Sales Increase)
http://boston.bizjournals.com/boston/stories/2003/02/24/story6.html
Lionbridge Management profile
http://www.lionbridge.com/company/l/1/p/433/content.html
Provide a brief (up to 100 words) biography about this nominee:
As Chief Sales Officer, Paula creates services, drives revenue, develops strategic
accounts and ensures delivery of innovation to Global 1000 customers. Paula
joined Lionbridge in 1999 as VP of Internet Alliances. Before joining Lionbridge,
Ms. Shannon was CMO and VP, International Sales for Alpnet, Inc. She has 17
years experience in the industry, including 10 years with Berlitz International.
Paula is fluent in English, French, Dutch, and functional in German, Spanish ,
Russian. Educated in the US and Belgium, she holds a B.A. in Russian/German
& Linguistics, McGill University, Montreal, where she lives with her husband and
three boys.
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