Solution Sales Principal

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XTEL

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2015

💼 Consulting

🏥 Healthcare

📦 Logistics

Consulting • Healthcare • Logistics

XTEL is a leading global SaaS enterprise software provider specializing in AI-first revenue management solutions for consumer packaged goods (FMCG/CPG) companies. The company offers a cloud-native platform covering augmented AI data management, trade promotion management, advanced analytics, assortment, and retail execution, serving 400+ global brands and managing over €100 billion in annual trade spend. Founded in 2015 and backed by Bain Capital, XTEL focuses on AI-enabled automation and enterprise-scale deployments, partnering with Microsoft/Copilot to accelerate product innovation and global expansion.

📋 Description

• Partner directly with Enterprise Sales Executives, owning the solution vision, technical win, and executive trust while the Account Executive owns account strategy and commercial relationships • Act as the subject matter expert in Revenue Growth Management and Trade Promotion Management for large CPG manufacturers • Build ROI-driven business cases covering pricing strategies, trade spend optimization, promotional ROI, and commercial planning • Architect flexible, decoupled integrations within complex CPG technology landscapes • Apply modern data strategies, including Databricks, agnostic data models, and agentic AI connections, alongside core ERP environments such as SAP • Guide customers away from fragile point-to-point integrations toward scalable, future-proof architectures • Anticipate data-readiness issues, change-management hurdles, and integration bottlenecks during pre-sales • Scope realistic delivery phases and ensure a smooth transition from pre-sales to delivery and engineering teams • Lead executive conversations, align business and IT stakeholders, and translate complex technical concepts into C-suite value • Partner with quota-carrying Enterprise Account Executives to drive large enterprise deals

🎯 Requirements

• 10+ years of experience in enterprise pre-sales, solution architecture, or delivery consulting, specifically focused on RGM/TPM software within the CPG sector • Experience in presales in small software companies • Proven experience partnering with quota-carrying Enterprise Account Executives to drive eight-figure enterprise deals • Deep understanding of Revenue Growth Management and Trade Promotion Management for large CPG manufacturers • Strong knowledge of pricing strategies, trade spend optimization, promotional ROI, and commercial planning • Enterprise architecture experience with complex CPG technology landscapes • Fluency in modern data strategies, including Databricks, agnostic data models, and agentic AI connections • Understanding of core ERP environments such as SAP • Deep practical understanding of enterprise software implementation in large CPG organizations • Exceptional communication, leadership, executive presence, and ability to communicate with business and IT stakeholders • Demonstrated experience with modern software development practices and strong understanding of AI technologies • Bachelor’s or master’s degree in Engineering, Computer Science, Technology, or a related field, or equivalent • Native or near-native English proficiency for international business and technical contexts