Account Manager

2 weeks ago

Gurugram, India Xebia Full time

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

About the job

We are seeking a highly motivated Sales Executive with a proven track record in sales to join our team. As the Sales Executive, you will be responsible for managing existing accounts, developing new business opportunities, and driving revenue growth within the sector.

Xebia is actively looking for sellers who have at 3+ years’ experience with ambitions to manage marquee customers and develop sales funnel by region by building deep relationships with BFSI clients to sell new, greenfield logos and mine the existing install base for cross-sell & upsell opportunities.

Responsibilities

We are looking for an exceptional Sales leader with strong domain knowledge in the GCC industry.

  1. Manage existing customers
  2. Acquire new customers in the GCC space across North India
  3. Use knowledge of industry, technology, processes, and consultative sales skills to assess and educate clients on the value of our business and implementation expertise.
  4. Build long term relationships with key contacts at target customers.
  5. Maximize existing relationships by engaging clients as their primary touch point.
  6. Utilize strategic client hunting practices, industry/market analysis, internal communication, external promotions, and constant in-depth client analysis to uncover revenue opportunities.
  7. Develop and perform strategic prospecting activities to generate pipeline and grow territory.
  8. Build, Manage and accurately forecast a strong Sales Pipeline
  9. Customer profiling, account planning against set revenue / margin targets by services line at the account level.
  10. Anchor client meetings and pursue opportunities generated with the help of pre-sales, delivery, and external partners.
  11. Build in-depth knowledge of clients' business priorities, challenges and initiatives that can be translated into opportunities.
  12. Willingness to work with a geographically distributed team structure in an extremely fast-paced and challenging environment.
  13. Understand and respond to client’s business issues by developing a go-forward roadmap.
  14. Has experience in driving and managing large deals.
  15. Continuously learn about Xebia’s offerings, successes, and business ecosystem to share and bring insights to clients.
  16. Using CRM effectively perform sales forecasting in a monthly, quarterly and annual planning rhythm for your accounts with high levels of predictability, quality and accuracy.


Qualifications

  1. experience in software services selling to organizations of all sizes.
  • Demonstrable experience in achieving annual revenue targets.
  1. Ability to manage in a complex matrix environment and should be strong and focused on Customer Service excellence.
  2. Excellent Relationship Building Skills
  3. Excellent communication skills, both oral and written
  4. Large deal sales experience with the global deliver model, particularly in outsourcing and transformation.
  5. Technology background in IT consulting / services or Software Engineering services company understands the nitty-gritty of the latest technology stack
  6. Proven track record in delivering successful customer outcomes, and new customer acquisition in BFSI industry
  7. A proven track record of success and overachievement in winning opportunities and quota attainment
  8. Highly referenceable previous/current customers
  9. 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.
  10. Strong solution selling background.
  11. Legitimate and proven self-starter. Highly motivated to jump in and get things done.
  12. Excellent leadership and communications skills required. High comfort level working with all levels of an organization, including C-suite.

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