Xebia · 4 hours ago
Senior Director / VP Sales - AWS Cloud Practice
United States
Full-time
Remote
Senior Level, Lead/Staff, Director/Executive
12+ years exp
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Hiring Manager
Nancy C.
Insider Connection @Xebia
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Responsibilities
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.
Qualification
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Required
12+ years of experience in software services selling to enterprise accounts.
6+ years experience in selling Cloud/Data/AI solutions to business and technology stakeholders.
Amazon Web Services experience is a MUST.
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 communications skills required. High comfort level working with all levels of an organization, including C-suite.
Preferred
Understanding of BFSI, Retail, Travel, and Hospitality verticals is a plus.
Benefits
Medical, Dental and Vision Insurance (Subsidized)
Flexible Spending Accounts (Healthcare and Dependent Care)
Short-Term and Long-Term Disability
Life and AD&D Insurance
Assistance Program
Unlimited access to LinkedIn learning solutions
Matched 401(k) Retirement Savings Plan
Paid Time Off
Company
Xebia
Xebia is specialist op het gebied van Agile, Test Automation, Continuous Delivery, Architecture en Modern Software Development
5001-10000 employees
Funding
Current Stage
Late StageLeadership Team
Esteban Garcia
CEO (US)
Tobias Wagner
Global Chief Financial Officer
Recent News
Consulting.us
2024-04-25
Company data provided by crunchbase
