Position Overview

The Business Development Director for Xebia training services team will drive revenue growth, market expansion, and strategic partnerships for a leading IT Training and Certification company in the USA and Canada. This sales manager role requires deep expertise in Enterprise skilling with prior experience with hyperscaler’s like Microsoft, GCP, Databricks, Github technologies, and a proven track record of building and executing high-impact business development strategies. The Director will be responsible for the full sales lifecycle, from prospecting and solution development to closing and account management, ensuring the company’s position as a premier provider of Enterprise training solutions across Americas.

Key Responsibilities

Strategic Market Development

• Develop and execute comprehensive business development and go-to-market strategies to expand Xebia’s training services business across enterprise, government, and education sectors in the USA and Canada.
• Identify new market opportunities, emerging industry trends, and competitive threats to inform strategic decision-making and ensure sustained business growth.
• Lead systematic prospect targeting, opportunity qualification, and sales pipeline management to achieve ambitious revenue and growth targets.

Sales Leadership & Execution

• Own the sales process end-to-end: prospecting, needs analysis, solution design, proposal development, presentations, negotiations, and closing.
• Build and maintain a robust pipeline, leveraging CRM tools and data analytics for accurate forecasting and performance tracking.
• Collaborate with marketing, product, and delivery teams to align offerings with market demand and ensure seamless customer experiences.

Relationship & Partnership Management

• Establish and nurture executive-level relationships with key clients, Alliance stakeholders, channel partners, and industry associations.
• Negotiate and secure high-value contracts, strategic alliances, and co-delivery partnerships to expand reach and impact.
• Represent the company at industry events, conferences, and technology forums to enhance brand visibility and thought leadership.
• Training Portfolio & Solution Expertise
• Deeply understand partner training ecosystem including AI, Agentic AI, Data, Developer and cloud technologies for enterprise skilling,
• Work with curriculum and delivery teams to introduce innovative training programs, including instructor-led, virtual, blended, and self-paced learning solutions partner, certification changes, and digital learning trends to ensure the company’s offerings remain best-in-class.

Team Leadership & Mentorship

• Lead, mentor, and develop a high-performing business development and sales team, fostering a culture of excellence, collaboration, and continuous learning.
• Set clear performance goals, provide ongoing coaching, and drive accountability for results.

Skills, Experience, and Knowledge Required

Area Requirements

Education

• Bachelor’s degree in business, Marketing, IT, or related field required; MBA or advanced degree preferred.

Experience

• 7-8+ years in business development, preferably hunting role with farming ability, sales management, Account management and strategic partnerships within IT trainings.
• Prior experience in partner ecosystem like Microsoft, Google, Databricks, GitHub, AWS will be an added advantage.

Industry Knowledge

• Familiarity with training industry trends, digital learning modalities, and certification frameworks in the Digital & AI, Data, Cloud, Engineering and Transformation

Sales & Business Acumen

• Proven ability to develop and execute sales strategies, manage complex sales cycles, and close large enterprise deals. Strong analytical, financial, and forecasting skills.

Relationship Management

• Exceptional networking, negotiation, and stakeholder management skills at the C-suite and senior executive level. Experience forming strategic partnerships and alliances.

Communication

• Outstanding written, verbal, and presentation skills; ability to articulate complex solutions and value propositions to diverse audiences.

Technical Skills

• Proficiency in Hubspot CRM and sales enablement tools, digital marketing platforms, and business analytics.

Leadership

• Demonstrated experience leading and mentoring teams, driving cross-functional collaboration, and fostering high-performance cultures.