Director/AVP of Sales – GCP, Google Cloud Services

This is a fully remote position, open to applicants in United States.

📋 Description

• Identify and develop new business opportunities within the current customer base while pursuing new client acquisitions.

• Acquire new Cloud/Data/AI clients throughout North America and enhance relationships with existing customers.

• Take charge of GCP AMER Sales as a quota-carrying contributor and progressively build a team.

• Foster partner-ecosystem business through collaborative selling and sourced revenue initiatives.

• Evaluate and inform clients about the value of Xebia’s business and implementation expertise.

• Cultivate long-lasting relationships with target customer contacts, acting as the primary liaison.

• Utilize strategic hunting, market research, promotions, and client analysis to identify revenue opportunities.

• Prospect strategically to create a sales pipeline and expand the territory.

• Construct, manage, and accurately project the sales pipeline and revenue.

• Analyze customer profiles and strategize account plans to align with revenue and margin targets by service line.

• Lead client meetings and pursue opportunities with pre-sales, delivery teams, and external partners.

• Transform clients’ business priorities, challenges, and initiatives into actionable opportunities.

• Develop forward-looking roadmaps in response to client business challenges.

• Drive and manage substantial deals.

• Learn about and communicate Xebia’s offerings, successes, and insights from the ecosystem to clients.

• Utilize CRM systems to monitor opportunities and sales forecasts across weekly, monthly, quarterly, and annual planning cycles.

• Organize partner lunch-and-learns, co-marketing efforts, webinars, conferences, customer roundtables, joint pipeline reviews, and new pipeline creation.

⛳️ Requirements

• A minimum of 12 years of experience in selling software services to enterprise accounts.

• At least 6 years of experience in selling Cloud/Data/AI solutions to business and technology stakeholders.

• Experience with Google Cloud Platform is essential.

• A proven track record of collaboration across pre-sales, consulting, delivery, and sales functions.

• Experience working with Amazon, Microsoft, and Google to establish mutually beneficial partnerships.

• Demonstrated experience in achieving annual revenue goals, primarily focusing on net new logos.

• Highly referenceable previous and current customers.

• Experience with large deal sales utilizing the global delivery model, particularly in outsourcing and transformation.

• Ability to navigate and manage within a complex matrix environment.

• Exceptional skills in relationship-building, both verbal and written communication.

• A technology background in IT consulting/services or a Software Engineering services firm.

• Familiarity with the latest Cloud/Data/AI technology stack and its ongoing evolution.

• Proven capability to penetrate and expand within the acquired customer base.

• Experience in account planning and mapping to develop and sustain client relationships.

• Strong background in solution selling.

• Self-motivated and driven individual.

• Excellent leadership and communication abilities; comfortable engaging with all organizational levels.

• Knowledge of the BFSI, Retail, Travel, and Hospitality sectors is advantageous.

🏝️ 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.