Director/Sr Director of Sales, Data/AI (Databricks)

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 4500+ professionals working on a worldwide ambition.

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, Functional Programming, Low Code, 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

We are seeking a highly motivated Senior Director / Vice President of Sales with a proven track record in selling Data/AI solutions in the services industry to join our team. You will be primarily responsible for hunting net new logos. You will also assist in our existing customer base wherever applicable.

We are looking for an exceptional Sales leader with strong knowledge in Data/AI space who has experience selling Data/AI solutions related to data monetization, data modernization and data engineering, AgenticAI, AI/ML and GenAI:

• →Acquire new customers in the Data/AI space across North America as well as help grow existing customers wherever applicable
• →Experience in working with partner ecosystems driving business together via co-sell and sourced revenue
• →Use knowledge of the 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
• →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 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.

• 12+ years of experience in software services selling to enterprise accounts.
• 6+ years experience in selling Cloud/Data/AI solutions to business and technology stakeholders. Understanding of BFSI, Retail, Travel, and Hospitality, Media verticals is a plus.
• 3+ years of experience selling in the Databricks ecosystem – via Databricks alliance as well as direct to clients
• Nice to have - demonstrable experience in working with CSPs 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 communications skills required. High comfort level working with all levels of an organization, including C-suite.