[Hiring] Director/AVP of Sales - GCP Services @North America

Role Description

We are seeking a highly motivated Director/AVP of Sales with a proven track record in selling GCP Data & AI based solutions in the IT services industry to join our team. You will be responsible for developing net new business opportunities in our existing customer base as well as hunting for net new logos.

• Acquire new customers in the Cloud/Data/AI space across North America and help grow existing customers.
• Experience in working with partner ecosystems driving business together via co-sell and sourced revenue.
• Use knowledge of the Cloud/Data/AI industry, technology, processes, and consultative sales skills to assess and educate clients on the value of our business and implementation expertise.
• Build long-term relationships with key contacts at target customers.
• Maximize existing relationships by engaging clients as their primary touchpoint.
• Utilize strategic client hunting practices, industry/market analysis, internal communication, external promotions, and constant in-depth client analysis to uncover revenue opportunities.
• Develop and perform strategic prospecting activities to generate pipeline and grow territory.
• Build, Manage, and accurately forecast a strong Sales Pipeline and Revenue.
• Customer profiling, account planning against set revenue/margin targets by services line at the account level.
• Anchor client meetings and pursue opportunities generated with the help of pre-sales, delivery, and external partners.
• Build in-depth knowledge of clients' business priorities, challenges, and initiatives that can be translated into opportunities.
• Willingness to work with a geographically distributed team structure in an extremely fast-paced and challenging environment.
• Understand and respond to client's business issues by developing a go-forward roadmap.
• Has experience in driving and managing large deals.
• Continuously learn about Xebia's offerings, successes, and business ecosystem to share and bring insights to clients.
• Using CRM effectively to track opportunities and sales forecasts in a weekly, monthly, quarterly and annual planning rhythm for your region with high levels of predictability, quality and accuracy.
• Working on partner activities such as lunch and learns to sales organizations on both the partner side and Xebia side, co-marketing activities such as blogs, webinars, conferences, customer round tables, joint pipeline review, and new pipeline creation.

Qualifications

• 12+ years of experience in software services selling to enterprise accounts.
• 6+ years of experience in selling Cloud/Data/AI solutions to business and technology stakeholders.
• Understanding of BFSI, Retail, Travel, and Hospitality verticals is a plus.
• Google Cloud Platform experience is a MUST.
• Proven track record of working across various functions such as pre-sales, consulting, delivery, and sales.
• Demonstrable experience in working with cloud platform companies such as Amazon, Microsoft, and Google towards mutually beneficial partnerships.
• Demonstrable experience in achieving annual revenue targets, primarily on net new logos.
• Highly referenceable previous/current customers.
• Large deal sales experience with the global delivery model, particularly in outsourcing and transformation.
• Ability to manage in a complex matrix environment and should be strong and focused on Customer Service Excellence.
• Excellent Relationship Building Skills.
• Excellent communication skills, both oral and written.
• Technology background in IT consulting/services or Software Engineering services company.
• Understanding of the details of the latest Cloud/Data/AI technology stack including how the landscape has evolved.
• Proven ability to land and expand in the acquired customer base, with methodical account planning, mapping with an approach to build and nurture client relationships.
• Strong solution-selling background.
• Legitimate and proven self-starter. Highly motivated to jump in and get things done.
• Excellent leadership and communication skills are required. High comfort level working with all levels of an organization.

Benefits

• Medical, Dental and Vision Insurance (Subsidized)
• Health Savings Account
• Flexible Spending Accounts (Healthcare and Dependent Care)
• Short-Term and Long-Term Disability
• Life and AD&D Insurance
• Employee Assistance Program
• Matched 401(k) Retirement Savings Plan
• Paid Time Off