Sr. Sales Manager

About Xebia

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 transformation. Since 2001, we have grown from a Java company into a full-service digital consulting company with 5,500+ professionals working on a worldwide ambition.

We are organized in complementary service lines – 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.

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.

For more details, please visit www.xebia.com

 

Job Title: Sr. Sales Manager

Location: Remote | United States

 

About the job

We are seeking a highly motivated Senior Sales Executive with a proven track record in selling software engineering services with an emphasis on Central and Eastern European (CEE) delivery 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 Software Technology service line.

Xebia is actively looking for sellers who have 12+ years of experience with ambitions to develop 3x to 5x sales funnel in the North America region and convert that into revenue by opening net new, greenfield logos as well as mining the existing install base of Xebia for cross-sell opportunities.

 

Responsibilities

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 with an emphasis on Central and Eastern European-based delivery for our clients
• Prospect into and 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, and 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 client’s 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

 

Qualifications

• 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 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
• Strong product engineering services selling background
• Legitimate and proven self-starter. Highly motivated to jump in and get things do