Federal Enterprise Account Executive - Department of Veterans Affairs (VA) Account

Qualtrics

2d•$109,500 - $144,000•Hybrid

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. 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 a nimble 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 across the globe who think that’s work worth doing. The Qualtrics Federal sales team is a group of highly driven individuals dedicated to closing experience gaps across U.S. Federal organizations. The Department of Veterans Affairs (VA) Federal Enterprise Account Executive is expected to serve as the VA Account Executive to pursue all sales efforts within the assigned territory, including prospect identification, lead generation, solution calls, advancing the sales cycle, proposal development, contract negotiation, forecasting, and deal closure. The focus is on driving incremental revenue for Federal product lines and buyer personas. As a Federal Enterprise Account Executive, your overarching objective is to drive company revenue growth through net new customer acquisition and strategic expansion across the current customer base within the VA.

Requirements

5+ years of experience specifically managing accounts or selling into the Healthcare/VA space.
Successful track record of achieving assigned targets within the Federal vertical.
Successful track record providing executive-level impact to clients and partners.
Well-versed in Federal procurement processes and regulations.
Well-versed in Federal government security standards and policies (FedRAMP, HIPAA, etc.).
Prior experience in building relationships with relevant Federal Healthcare contractors and GSIs.
Prior experience responding to and winning competitive RFx solicitations.
Experience using enterprise sales processes such as MEDDICC.
Ability to learn and understand product solutions and features with excellent verbal and written communication skills.
Strong quantitative, analytical, and conflict resolution abilities.
Willingness to travel and be client-facing 50% of the time (approximate travel time dependent on team and to be confirmed by Hiring Manager).
Based out of the Washington D.C., Maryland, Northern-Virginia (DMV) area.

Nice To Haves

Existing relationships within the VA territory (VHA, VBA, NCA) preferred.

Responsibilities

Serve as the VA Account Executive to pursue all sales efforts within the assigned territory, including prospect identification, lead generation, solution calls, advancing the sales cycle, proposal development, contract negotiation, forecasting, and deal closure.
Drive incremental revenue for Federal product lines and buyer personas.
Drive company revenue growth through net new customer acquisition and strategic expansion across the current customer base within the VA.
Develop a territory plan and specific account plans to drive usage of the Qualtrics platform across the VA and its administrations (e.g., VHA, VBA, NCA).
Become a trusted advisor to a variety of buyers in the Federal Healthcare vertical.
Closely engage with clients at all points of the sales cycle—from prospecting, product demonstrations, and onsite presentations to contracting and closing.
Drive net new revenue growth through new logo acquisition and expansion of current accounts.
Meet quarterly and annual sales targets.
Be a thought leader and customer advocate with partners to elevate the adoption of experience management (XM).
Work closely with Qualtrics ecosystem resources and partners to identify and develop new strategic opportunities.

Benefits

Quarterly in-person team activities.
Federal-specific training and focused sales enablement sessions to support individual success and career growth.
Team celebrations to recognize shared success.
Annual company gatherings in Salt Lake City/Seattle (X4) and Las Vegas (Sales Kick Off).
Medical, dental, vision, life and disability insurance.
401(k) with match.
Paid time off.
A wellness reimbursement.
Mental health benefits.
An experience bonus.
Sign-on bonus.
Restricted stock units.