Senior Director / VP Sales - AWS Cloud Practice

Who Are We?

With over 20 years of experience, our global network of passionate technologists and pioneering craftsmen deliver cutting-edge technology and game-changing consulting to companies on the brink of AI-driven digital transformation. Since 2001, we have grown from a Java company into a full-service digital consulting company with 5500+ professionals working on a worldwide ambition.

We are organized in complementary technology areas – teams with a tremendous amount of knowledge and experience within a particular field, such as Agile, DevOps, Data and AI, Cloud, Software Technology, Functional Programming, Intelligent Automation, and Microsoft.

Job Title: Sr. Director of Sales / Vice President of Sales

Specialization: AWS Cloud and Data/AI

Location: USA, remote

About the role

We are seeking a highly motivated Senior Director / Vice President of Sales with a proven track record in selling Cloud solutions in the 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.

Responsibilities

We are looking for an exceptional Sales leader with strong knowledge in Cloud space who has experience selling cloud-based solutions related to compute workloads, data workloads, application/data migration, and modernization to enterprise customers:

• 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 experience in selling Cloud/Data/AI solutions to business and technology stakeholders. Understanding of BFSI, Retail, Travel, and Hospitality verticals is a plus.
• 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.

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
• Assistance Program
• Unlimited access to LinkedIn learning solutions
• Matched 401(k) Retirement Savings Plan
• Paid Time Off

While the talent scarcity within IT is at an all-time high and still growing, Xebia sticks to the mission of “aiming for thought leadership”, thus working with the best professionals in the market.

At Xebia, you will get the chance to work with passionate professionals within their field of expertise. We offer more than just a job, we offer a career. We are looking forward to working with you!

Xebia is committed to creating an inclusive and diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

Please feel free to share your preferred pronouns with us during the application process.

All persons hired will be required to verify identity and eligibility to work in North America, and to complete any required employment eligibility forms.