Director of Sales - US (Software-Technology)

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, DevOps, 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. For more details please visit www.xebia.com

We are seeking a highly motivated Sales Director with a proven track record in selling software product engineering to join our team. As the Sales Director, you will be responsible for developing new business opportunities and driving revenue growth within Xebia’s Software Technolgy service line.

Xebia is actively looking for 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.

We are looking for an exceptional Sales leader (individual contributor) with the following responsibilities:

• →Acquire new ISV and enterprise customers across North America by selling software product engineering services to ISVs and software driven businesses
• →Prospect into and 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 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 multi year product engineering 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

• 12+ years of experience in software product development services selling to ISVs primarily as well as software driven businesses, including multi year contracts
• Demonstrable experience in working with engineering, product and technology organizations within the customer base
• Demonstrable experience in achieving annual revenue targets, primarily on net new logos
• Experience and exposure to the VC and PE partner ecosystem is highly preferred
• Highly referenceable 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
• Strong product engineering services 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
• Knowledge of Data/AI and integration is preferred
• High level technical and software delivery knowledge is preferred with exposure to full stack development, devops, QA automation and product support