Key Account Manager for UK&I

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Hello, let's meet!

We are Xebia - a place where experts grow. For nearly two decades now, we've been developing digital solutions for clients from many industries and places across the globe. Among the brands we've worked with are UPS, McLaren, Aviva, Deloitte, and many, many more.

We're passionate about Cloud-based solutions. So much so, that we have a partnership with three of the largest Cloud providers in the business - Amazon Web Services (AWS), Microsoft Azure, and Google Cloud Platform (GCP). We even became the first AWS Premier Consulting Partner in Poland.

Xebia stands for innovation, talented team members, and technological excellence. Xebia means worldwide recognition, and thought leadership. This regularly provides us with the opportunity to work on global, innovative projects.

Our mission can be captured in one word: Authority. We want to be recognized as the authority in our field of expertise.

What makes us stand out? It's the little details, like our attitude, dedication to knowledge, and the belief in people's potential - emphasizing every team members development. Obviously, these things are not easy to present on paper - so, make sure to visit us to see it with your own eyes!

Now, we've talked a lot about ourselves - but we'd love to hear more about you.

Send us your resume to start the conversation and join the #Xebia.

You will be:

• managing and nurturing relationships with our most important clients being part of your portfolio, ensuring their satisfaction and driving revenue growth,
• developing and maintaining partner relationship with our key customers, especially on the C-level stakeholders,
• close collaboration with Delivery Managers to ensure successful project delivery and client's success,
• understanding clients' needs and objectives, and proactively identify opportunities to upsell or cross-sell Xebia services,
• developing and executing strategic account plans to achieve sales targets and maximize revenue growth,
• driving the development of best-in-class RFP submissions that strategically map Xebia capabilities to specific clients' needs,
• monitoring of the market trends and competitors' activities to identify potential threats or opportunities for our key accounts,
• preparing and delivering regular reports on account status, including sales performance, client feedback, and upcoming opportunities or challenges,
• negotiating contracts and pricing agreements with clients, ensuring terms are favorable for both parties while maximizing profitability,
• building, managing, and accurately forecasting a strong Sales Pipeline,
• confidently representing the Xebia values, market positioning, and capabilities in all conversations with our Clients and Partners,
• leveraging your network and prospecting opportunities to win new clients,
• readiness to travel to clients' locations and Xebia offices.

• at least 5 years of account management experience in the bespoke software/consulting services industry,
• strong software development, consulting and IT solution selling background,
• working experience with nearshore and offshore development teams,
• experience with the global delivery model, particularly in consulting, outsourcing and transformation,
• proven track record of success and overachievement in winning opportunities and quota attainment,
• ability to manage in a complex matrix environment and focus on Customer Service excellence,
• excellent relationship building skills,
• understanding of the nitty-gritty of the latest technology stack,
• highly referenceable previous/current customers,
• legitimate and proven self-starter. Highly motivated to jump in and get things done,
• excellent leadership and communications skills required. High comfort level working with all levels of an organization, including C-suite,
• willingness to work in a hybrid model (2 times per week from our offices in London),
• full English proficiency (C1/C2 level).v

Work from the UK region (work permit and valid travel documents/passport are required).

Recruitment Process
CV review - HR call - Interview - Interview II - Task & Pitching Session - Interview III - Decision