Solution Sales Principal - EMEA

POSITION OVERVIEW

XTEL is seeking an elite Solution Sales Principal to partner directly with our Enterprise Sales Executives. In this co-pilot role, the Enterprise Account Executive owns the account strategy and commercial relationship, while you own the solution vision, the technical win, and the executive trust. This requires a rare, multi-disciplined professional who deeply understands the nuances of the Consumer Packaged Goods (CPG) industry. You must possess a complete, equally balanced skillset across three distinct pillars: RGM Business Acumen, Enterprise Architecture, and Delivery Reality. If you cannot seamlessly weave together business value, complex IT integration, and practical implementation constraints, you cannot do this role.

WHAT YOU'LL DO

Your absolute strongest assets must be communication, leadership, and executive presence. You are the domain authority in the room. You must be able to command a boardroom, align business and IT stakeholders, and translate highly complex technical concepts into clear, compelling C-suite value.

The Three Pillars of Success

1. The Business Pillar: RGM & CPG Mastery. Act as the subject matter expert in Revenue Growth Management (RGM) and Trade Promotion Management (TPM) for large CPG manufacturers. Speak the language of the Chief Commercial Officer. You must deeply understand pricing strategies, trade spend optimization, promotional ROI, and commercial planning. Partner with Enterprise Sales Executives to build compelling, ROI-driven business cases that prove how the solution will drive top-line growth and bottom-line efficiency.

2. The Technology Pillar: Complex Enterprise Architecture. Operate as a peer to CPG Enterprise Architects and CIOs. You must understand how to insert a modern solution into highly complex, historically rigid CPG technology landscapes. Architect flexible, decoupled integrations. You must be fluent in modern data strategies (e.g., Databricks, agnostic data models, agentic AI connections) and core ERP environments (like SAP). Challenge customer IT assumptions constructively, guiding them away from fragile point-to-point connections toward scalable, future-proof architectures.

3. The Delivery Pillar: Implementation Reality. Ensure that what is sold can actually be delivered. You must possess a deep, practical understanding of enterprise software implementation within massive CPG organizations. Anticipate data-readiness issues, change management hurdles, and integration bottlenecks during the pre-sales cycle. Scope realistic delivery phases, ensuring a flawless transition from the pre-sales environment to the delivery and engineering teams.

QUALIFICATIONS & TRAITS

• Commanding Presence: A natural gravity in high-stakes environments. You instill immediate confidence in both business leaders and highly technical IT teams.
• Elite Communication: Exceptional ability to read the room and pivot messaging. You can seamlessly zoom in to a complex data-flow mapping session and immediately zoom out to a board-level financial impact discussion.
• Strategic Co-Selling: Proven experience partnering with quota-carrying Enterprise Account Executives to drive eight-figure enterprise deals.
• Industry Pedigree: 10+ years of experience in enterprise pre-sales, solution architecture, or delivery consulting, with a specific focus on RGM/TPM software within the CPG sector. Experience in presales in small software companies
• Native or near-native English proficiency, with the ability to communicate clearly and confidently in international business and technical contexts.
• Demonstrated experience with modern software development practices, combined with a strong understanding of AI technologies and an agentic mindset focused on designing autonomous, intelligent solutions.
• Bachelor’s or master’s degree in Engineering, Computer Science, Technology, or a related field or equivalent.

Equal Opportunities Statement

If you have strengths to share, we’d love to hear from you. We value diverse backgrounds and experiences, so don’t hesitate to apply even if you don’t meet all criteria.

XTEL is an equal opportunity employer and values diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, veteran status, or disability status. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment.