Director/AVP of Sales - GCP (Google Cloud) Services - Americas

Who Are We?

Celebrating 25 years of excellence and innovation, Xebia stands as a global powerhouse of passionate technologists and pioneering craftsmen who thrive on shaping the future. With a legacy built on impact and transformation, we empower organizations at critical inflection points—delivering cutting-edge technology solutions and game-changing consulting that truly move the needle.

Since our inception in 2001 as a specialized Java company, we’ve evolved into a dynamic, full-service digital consulting leader. Today, with 4,500+ experts worldwide, we are united by a bold global ambition—continuously pushing boundaries and redefining what’s possible in technology and business.

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 and Low Code.

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: Director/ AVP - GCP (Google Cloud) Services Sales
• Location: Remote, US

About the role

We are seeking a highly motivated Director/AVP of Sales with a proven track record in selling GCP Data & AI based solutions in the IT services industry to join our team. You will be responsible for developing net new business opportunities in our existing customer base as well as hunting for net new logos.

Responsibilities:

We are looking for an exceptional Sales leader with strong knowledge in Google Cloud space who has experience selling cloud-based solutions related to compute workloads, data workloads, application/data migration, and modernization to enterprise customers:

Acquire new customers in the Cloud/Data/AI space across North America and help grow existing customers.

Experience in working with partner ecosystems driving business together via co-sell and sourced revenue.

Use knowledge of the Cloud/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.

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, 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 fastpaced 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.

Requirements:

• This is a quota-carrying individual contribution role that will lead GCP AMER Sales and build a team over a period of time.
• 12+ years of experience in software services selling to enterprise accounts.
• 6+ years of experience in selling Cloud/Data/AI solutions to business and technology stakeholders.
• Understanding of BFSI, Retail, Travel, and Hospitality verticals is a plus.
• Google Cloud Platform experience is a MUST.
• Proven track record of working across various functions such as pre-sales, consulting, delivery, and sales.
• Demonstrable experience in working with cloud platform companies 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 communication skills are required. High comfort level working with all levels of an organization.
• Benefits We Are Proud to Provide!
• 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
• 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.