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Director of Intelligent Automation

United States

Job Title: Director

Specialization: Intelligent Automation

Location: USA, remote

About Xebia

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

About the job

We are seeking a highly motivated Vice President / Senior Vice President of Sales with a proven track record in selling Intelligent Automation (IA) solutions in the services industry to join our team. You will primarily be responsible for leading the IA AMER business

and hunting for net new enterprise logos as well as help in developing net new business opportunities in our existing customer base as well.

Responsibilities

We are looking for an exceptional lead-by-example sales leader with strong knowledge in the IA space who has experience selling IA solutions related to low code / no code application development, BPM/workflow solutions, AI/ML, and RPA. Primarily responsibilities will include:

  • Leading an IA sales team to drive the AMER IA business from lead generation to deal closure.
  • Having team and individual level pipeline cadence, forecasting accurately and 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.
  • Acquiring net new enterprise customers in the IA space across North America and helping grow existing customers using IA offerings.
  • Experience in working with partner ecosystems driving business together via co-sell and sourced revenue.
  • Use knowledge of the IA 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 CXO and VP-level 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, 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 the 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 large deals.
  • Continuously learn about Xebia’s offerings, successes, and business ecosystem to share and bring insights to clients.
  • 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.

Qualifications

  • 12+ years of experience in software services selling to enterprise accounts and/or relevant IT experience
  • 5+ years experience in selling Cloud/Data/AI solutions to business and technology stakeholders. Understanding of BFSI, Retail, Travel, and Hospitality verticals is a plus.
  • Exposure to ISVs such as OutSystems, Appian, Microsoft, and UIPath is a MUST with deep partner co-selling experience
  • Demonstrable experience in working with cloud platform companies such as Amazon, Microsoft, and Google is a plus
  • Demonstrable experience in achieving team-level and individual 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 IA technology stack including how the landscape has evolved.
  • Proven ability to land and expand in the acquired customer base, with methodical.
  • Account planning, and 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, including C-suite.

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
  • Assistance Program
  • Unlimited access to LinkedIn learning solutions
  • Matched 401(k) Retirement Savings Plan
  • Paid Time Off

While the talent scarcity within IT is at an all-time high and still growing, Xebia sticks to the mission of “aiming for thought leadership”, thus working with the best professionals in the market.

At Xebia, you will get the chance to work with passionate professionals within their field of expertise. We offer more than just a job, we offer a career. We are looking forward to working with you!

Xebia is committed to creating an inclusive and diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

Xebia is committed to providing equal opportunity and reasonable accommodations to employees with disabilities. Xebia complies with the Americans with Disabilities Act and all other applicable federal, state, and local laws regarding disability discrimination and accommodation. Interested Candidates may reach out to reasonableaccommodations@xebia.com for any assistance needed.

Please feel free to share your preferred pronouns with us during the application process.

All persons hired will be required to verify identity and eligibility to work in North America, and to complete any required employment eligibility forms.

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