Xebia is seeking a Director, Business Development to grow our North American business and join our fast-growing team. We are a diverse company that values teamwork and the individual chosen for this role must show a high level of emotional intelligence, succeed through both individual performance as well as teamwork and have the business acumen to help the team succeed. The ideal candidate will have experience growing a diverse portfolio and be skilled at identifying opportunities to close the business and the individual will have experience selling solutions within BFSI/Retail/CPG/Entertainment/Travel/Hospitality industry. Experience working with AWS and GCP Cloud Partners and at an end-to-end service provider is a definite plus.
Responsibilities
- Procure, process and close net new business
- Build pipeline and generate new revenue against a quota, focusing mostly on new logo clients with high potential for Xebia services; this is a key metric of your success
- Build and develop strong knowledge of your sales territory and design a proactive approach to driving new business for Xebia
- Position Xebia as a trusted partner with decision makers in the potential and existing client organizations
- Build, execute, and continuously refine your account and pursuit plans
- Build internal network and relationships with key stakeholders, including management, practices, and account teams; get up to speed on Xebia’s history, key value propositions and experience
- Identify, articulate, orchestrate, and win multi-discipline technology services deals
- Manage all your sales activity in CRM
- Be an active team member – contribute ideas, share experiences, come up with initiatives
- Collaborate with Xebia technology partner companies to win business, work with Xebia’s alliances team
- Qualify and drive complex RFP/RFI responses as required
- Collaborate across Xebia eco system to effectively drive new business
- Stay current on the latest technology and market trends via continuous learning
- Stay abreast of current events across Xebia Business Units and utilize that knowledge of the market and competitors to identify and develop Xebia’s selling propositions and differentiators
Requirements
- Proven history solution selling large/complex (new) product development, platform engineering and cloud services at an enterprise level to Global 2000/Fortune 500 clients
- Industry Knowledgeable Business Development Professional, Self-starter who can quickly learn in a matrixed organization, build an internal network, and bring together XEBIA’s world class capabilities to deliver strategic value to our clients
- Have an extensive experience selling solutions within BFSI, Retail, CPG, Entertainment, Travel & Hospitality industries.
- Experience with Cloud Solutions and working with AWS and GCP Partners is a plus
- World class time management and listening skills
- A leader who can inspire excitement in a prospect and within the Xebia teams you will engage
- Demonstrated track record of identifying and closing new business using consultative and collaborative multi-discipline team approach
- Good understanding of industry trends and ability to drive positive change via the latest technology solutions in Cloud, Digital, Big Data, Analytics, Core Software Engineering, Legacy Modernization, DevOps, Agile, Automation and more
- Ability to develop long term client relationships at all levels of client organizations including C Suite
- Use to building and managing account plans and CRM sales activity on an ongoing basis
- Experience with evangelizing transformational ideas and building a vision for large enterprise clients, leading to real long-term value via the use of advanced software engineering and technology consulting services
- Good understanding of the latest advances in software engineering and platform-based technology services, from idea to delivered results
- Ability to work with and lead teams of highly skilled professionals on a deal basis
- Proven track record of collaborating with technology vendors to close business
- Experience with proactive selling, RFP and RFI response orchestration
- Exceptional leadership/management skills and superb oral and written communication, with seasoned presentation skills
- Strong negotiation skills
- Bachelor’s degree or higher
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
- Paid Time Off
Xebia
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