Director of Sales (Data & AI)

Xebia is a pioneering Software Engineering and IT consultancy company, transforming and executing at the intersection of Domain and Technology to create digital leaders for our people, clients, partners, and communities.

With over 20 years of experience, we help the world’s top 250 companies and category leaders overcome digital challenges, embrace innovation, adopt new technology, and implement new business models. In addition to high-quality consulting, we also provide offshoring and nearshoring services.

We are organized in complementary chapters – teams with a tremendous amount of knowledge and experience within a particular field, such as Agile, DevOps, Data and AI, Cloud, Software Technology, Low Code, and Microsoft Solutions.

Our mission can be captured in one word: Authority which means being a recognized leader in the service lines we serve. As professionals, as a global company, and as a digital pioneer.

The only way we can achieve this is by constantly reinventing ourselves, hiring exceptional talent, claiming the position of thought leader, and sharing our knowledge. That’s what got us to where we are today, and we’re incredibly proud of that.

Xebia is always on the lookout for extraordinary people. We believe that quality without compromise starts with our people. We care about mutual respect, appreciating cultural differences, and complementing, strengthening, and motivating each other to become an authority in your field.

Supporting the passion of exceptionally smart people is the foundation of our organization. Everything we do – our mission, values, strategic innovation, hiring process, and knowledge management – is anchored on this principle. At Xebia, we learn, grow, explore and create new frontiers in business together. For more details please visit

Job Title: Director of Sales (Data & AI) 

Location: US or CAN

About the role:

We are seeking a highly motivated Senior Sales Executive with a proven track record in Data/AI solution selling in the services industry to join our team. As the Senior Sales Executive, you will be responsible for developing new business opportunities and driving revenue growth within Xebia’s Data/AI service line. Xebia is actively looking for Data/AI sellers who have at 12+ years experience with ambitions to develop 3x to 5x sales funnel in the North America region and converting that into revenue by opening net new, greenfield logos as well as mine the existing install base of Xebia for cross-sell opportunities.

Responsibilities:

We are looking for an exceptional Sales leader with strong knowledge in Data/AI
space delivering data/AI solutions to enterprise customers:

• Acquire new customers in the Data/AI space across North America.

• Experience  in working with partner ecosystem driving business together via co-sell and sourced revenue

• Working  on partner activities such as lunch and learns to sales organizations on both partner side and Xebia side, co-marketing activities such as blogs, webinars, conferences, customer round tables, joint pipeline review, new pipeline creation

• Use  knowledge of the 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 touch point

• 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 territories

• 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

Qualifications

• 12+  years of experience in software services selling to enterprise accounts, 6+ years experience in selling Data/AI solutions to business and technology stakeholders, understanding of BFSI and Retail verticals is a plus
• Demonstrable experience in working with partners such as Snowflake and Databricks
• Demonstrable  experience in achieving annual revenue targets, primarily on net new logos
• Highly referenced previous/current customers
• Experience  with the global deliver 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
• Large  deal sales experience with the global deliver model, particularly in outsourcing and transformation
• Technology  background in IT consulting / services or Software Engineering services company understands details of the latest 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 communications skills required. High comfort level working with all levels of an organization, including C-suite

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

· Unlimited access to LinkedIn learning solutions

· Matched 401(k) Retirement Savings Plan