Director of Sales (Data & AI)

• 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 Linked In learning solutions
• Matched 401(k) Retirement Savings Plan
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