Job description

Position: Director / Sr Director Data / AI (Databricks)United States 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, Dev Ops, 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. 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 • 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…

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