Key Responsibilities:

1. Strategic Leadership:

- Develop and execute the inside sales strategy aligned with Xebia's growth objectives.

- Collaborate with regional sales heads and other senior leaders to establish sales goals, targets, and strategies.

- Lead and mentor a team of 20+ inside sales professionals, ensuring alignment with the company's sales objectives.

2. Ownership of Lead to Conversion:

- Drive the end-to-end inside sales process, from lead generation to deal closure.

- Implement best practices in inside sales techniques, processes, and tools to enhance efficiency and effectiveness.

- Monitor and analyze key performance metrics, providing insights and recommendations for continuous improvement.

3. Team Management & Development:

- Recruit, train, and develop a high-performing inside sales team.

- Conduct regular performance reviews, providing coaching and feedback to ensure team members meet and exceed sales targets.

- Foster a culture of continuous learning and improvement within the team.

4. Client Engagement:

- Actively participate in high-level sales pitches and negotiations with key clients. (preferred, not mandatory)

- Build and maintain strong relationships with potential and existing clients.

- Ensure a seamless handoff of leads from the inside sales team to the outside sales or delivery teams.

5. Market Analysis & Growth:

- Stay updated on industry trends, market conditions, and competitor activities to identify new business opportunities.

- Work closely with marketing to align sales campaigns with market trends and customer needs.

- Develop and execute strategies to penetrate new markets and expand the client base.

Experience:

- 15+ years of experience in IT services sales, with at least 5 years in a leadership role managing a large inside sales team spread across different continents/ regions/ geographies.

- Proven track record of successfully selling IT services and managing client relationships.

- Experience in leading and scaling sales development teams of 20+ members.

- This role fits best for the individual who has held sales targets from Top of the funnel contribution, pipeline generation & revenue generation across all regions.

- He/ She has delivered on the definite monthly qualified sales meeting #'s target which means a defined # SQL's conversion from MQL.

- He/ She has contributed towards Regional/ Business Line/ Vertical success in the past experience.

Qualifications:

- Bachelor's degree in business administration, Marketing, or a related field. An MBA or equivalent advanced degree is preferred.

Skills & Competencies:

- Strong leadership and people management skills with the ability to inspire and motivate a large team.

- Excellent communication and negotiation skills, with a strong customer-focused mindset.

- Strategic thinker with a deep understanding of inside sales processes, tools, and best practices.

- Ability to work in a fast-paced, dynamic environment and manage multiple priorities.

- Proficient in CRM software and other sales tools.