[Remote] Director/AVP of Sales - GCP (Google Cloud) Services - Americas

Note: The job is a remote job and is open to candidates in USA. Xebia is a global digital consulting company that delivers technology solutions and business transformation services. The Director/AVP of GCP Services Sales will lead sales across the Americas, developing new business, expanding existing customer relationships, selling Google Cloud Data and AI solutions, managing strategic partnerships, and building a sales team over time.

Responsibilities

• We are looking for an exceptional Sales leader with strong knowledge in Google 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 fastpaced 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

Skills

• * This is a quota-carrying individual contribution role that will lead GCP AMER Sales and build a team over a period of time
• * 12+ years of experience in software services selling to enterprise accounts
• * 6+ years of experience in selling Cloud/Data/AI solutions to business and technology stakeholders
• * Google Cloud Platform experience is a MUST
• * Proven track record of working across various functions such as pre-sales, consulting, delivery, and sales
• * 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 communication skills are required. High comfort level working with all levels of an organization
• * Understanding of BFSI, Retail, Travel, and Hospitality verticals is a plus

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
• Matched 401(k) Retirement Savings Plan
• Paid Time Off

Company Overview