Area Vice President, Enterprise Sales (Goods & Services)

Qualtrics

4d • Remote

About The Position

At Qualtrics, we create software the world’s best brands use to deliver exceptional frontline experiences, build high-performing teams, and design products people love. But we are more than a platform—we are the creators and stewards of the Experience Management category, serving over 18K clients globally. Building a category takes grit, determination, and a disdain for convention—but most of all, it requires close-knit, high-functioning teams with an unwavering dedication to serving our customers. When you join one of our teams, you’ll be part of an agile group that’s empowered to set aggressive goals and move fast to achieve them. Strategic risks are encouraged, and complex problems are solved together by passing the mic and iterating until the best solution comes to light. You won’t have to look to find growth opportunities—ready or not, they’ll find you. From retail to government to healthcare, we’re on a mission to bring humanity, connection, and empathy back to business. Join over 5,000 people globally who think that’s work worth doing.
Enterprise Sales Manager (Goods & Services)
Why We Have This Role
Our Enterprise Account Executive team is a group of highly driven individuals dedicated to closing experience gaps. Our SaaS platform is used to help some of the largest organizations in the world drive action with pre-built experience management (XM) programs and projects that anyone can use.
How You’ll Find Success
Takes initiative
Understands the expected outcome, gets the context, and then works entrepreneurially to get it done.
Highly communicative and influences effectively, creating trust at the team level.
Strong track record of exceeding quota.
Ability to acquire new clients
Develop strong client relationships to retain and grow partnership
Strong negotiating skills
Ability to sell a complex platform: Qualtrics Experience Management platform to large, strategic accounts
How You’ll Grow
Structured promotion process
Career Action Planning with Manager
Qmobility
Things You’ll Do

Requirements

• A validated winner that has led teams to breakthrough results
• Experience over-exceeding quarterly team quotas through metric-based skill development and
• Experience working on complex contract negotiations
• At least two years managing an enterprise-level sales team
• At least 6-8 years of individual enterprise-level sales experience
• Experience using MEDDIC sales processes
• Experience using Salesforce.com and measuring system compliance
• Ability to travel up to 50%
• A bachelor’s degree or higher is required

Responsibilities

• Lead a team of 6-8 Goods & Services Enterprise Account Executives.
• Coaching direct reports in sales strategy, pipeline management, opportunity management, and career planning/development.
• Recruit, retain, and nurture your team of experienced sales professionals with high potential and strong performance history.
• Provide skill training and mentoring on complex sales motions, including collaboration with legal, product presentations, juggling multiple relationships with internal teams, and quarterly sales forecasting.
• Interface and develop professional relationships with existing clients and prospects throughout at all levels of an organization.
• Display a systemic approach to handling meaningful contract negotiations/deals with multiple reps at a time.
• Develop and maintain in-depth knowledge of Qualtrics' solution offerings.
• Maintain a real-time understanding of the competitive landscape to assist in building win-based proposals and pricing.
• Serve as an executive sponsor during enterprise-level deals.
• Maintain a real-time understanding of the competitive landscape to assist in determining win-based proposals and pricing.
• Develop and maintain positive relationships with other functional areas internally at Qualtrics, e.g., Professional Services, Implementation, Subject Matter Experts, etc, to ensure a collaborative approach to secure large enterprise engagements

Benefits

• Salary + Uncapped Commissions and Accelerators
• 100% Performance based promotions -- not politics or tenure
• Quarterly team activities, winter and summer parties, and lots of Qualtrics swag
• We offer private health insurance, an annual experience bonus, a wellness stipend to allow you to focus on yourself each quarter, and much more
• The annual Qualtrics Experience Bonus can be used for an experience of your choosing. Some team members have chosen to use the bonus for vacations, concert or event tickets, or home improvement projects.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Number of Employees: 5,001-10,000 employees