Job Location: Gurgaon/Gurugram
Roles and Responsibilities
- Building a robust sales pipeline that forecasts two three quarters in the future at all times.
- Generate partner prospect meetings via cold calls, trade shows, association participation, conferences, and creativity through established relationships in the relevant industry eco-system.
- Gathering high level requirements to provide a solution selling model to clients.
- Own request for proposals, the creation of mock-ups, RFP response, pre-sales activities, business cases, proof of concepts of proposed solutions and other support materials.
- Demonstrating financial, efficiency and brand value of the Xebia solutions in technical and non-technical communication to a wide variety of stakeholders in the buying decision (CEO, CFO, CTO, CISO, VP Information Systems, Director Fraud Detection, CMO, CSO and others).
- Addressing concerns/questions related to competitors, pricing model, post-sales support, system performance /configuration in cooperation with pre and post sales team.
- Closing and contracting deals with accuracy and effective risk management.
- Effectively tracking and reporting sales cycle status, sales strategy and industry trends.
- Orchestrating meetings with top technology alliance salespeople for account planning
- Create, drive, and support direct marketing campaigns
- Independently create sales collateral to support client meetings and articulate Xebia value propositions and market offerings
- Travel: Travel up to 90% may be essential (global)
- Exceeding revenue targets
Skills:-
- A demonstrated passion for working with data at scale and empowering organizations through data
- 8+ years of experience selling services for AI, Bigdata, RPA, Data Analytics, Business Intelligence and Reporting solutions, with at least 5 years with similar role.
- 3+ Experience in selling Big Data solutions on cloud (AWS, Azure, GCP, Cloudera, Hadoop, spark, kafka, chatbot, ML or Other)
- Experience in dealing with sophisticated and demanding client structures requiring consultative sales and solutions-oriented skills with an emphasis on demonstrating compelling financial benefit imperatives for clients
- High level sales or executive presentation skills with ability to gain credibility and trust with variety of technical and non-technical stakeholders and influencers within the client organization
- Working knowledge in the device intelligence solutions (IoT, browser and mobile) or similar technologies.
- Excellent presentation, communication and negotiation skills with $B!H(Bhunter$B!I(B like mentality
- Solid rolodex within the financial, travel, retail and other industries
- Demonstrated ability to analyze the competition and changes in the marketplace, identify and act to meet competitive threats
- The ability to think beyond classical selling parameters to create new approaches, solutions and $B!H(Bwin- win$B!I(B scenarios in securing new partner business
- Agility to learn from mistakes and remains committed to finding solutions (even in the face of adversity)
- Strong focus on achieving results
- Ability to work within a very dynamic environment which continually evolves
Desired Candidate Profile
Organizational Skills
- Excellent communication, client engagement and client management skills are strongly preferred.
- Broad view of how industry and technology changes impact solution and client experience through digital channels.
- Strong business acumen and domain expertise in the assigned portfolio.
- Ability to exercise judgment in solving technical, operational, and organizational challenges in the context of business objectives and priorities.
- Ability to influence and negotiate to enable agreement on scope, cost, and schedules.
- Demonstrated ability to work in ambiguous situations and have influence across organizational boundaries.
Soft Skills
- Ability to motivate people and instil ownership, reliability, teamwork, and commitment in the team
- Excellent written and oral communication skills, particularly the ability to synthesize complex issues/scenarios into easy-to-understand concepts and storytelling.
- Excellent verbal and written communication skills
- Excellent organizational and time management skills
- Excellent interpersonal skills to develop relationships with different teams and peers in the organization
- Strong appetite for constant learning, thinking out of the box, questioning the problems & solutions with the intent to understand and solve better
Preferred Qualifications
- Business/Technology degree. MBA preferred from top tier.
- Seven years’ experience in selling complex data solutions/applications.
- Seven years’ experience with negotiating and closing large multiyear complex deals.
- Combination of twelve years’ sales and customer facing engineering experience.
- Solid technical knowledge in software applications, networking, big data analytics plus tools, web/mobile/IoT app development, etc.
- Extensive customer network
- Working experience in US, UK, Middle East, APAC and India
Perks and Benefits
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