Federal Enterprise Account Executive - DHS

Qualtrics•Washington, DC

2d•Hybrid

About The Position

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 Homeland Security (DHS) Federal Enterprise Account Executive is expected to partner with the DHS Account Lead 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 DHS. With a mission-first approach, the Qualtrics Federal team helps some of the largest and most impactful U.S. Federal organizations listen, understand, and take action on customer data. You will sell technology to solve real agency problems and tackle challenges that directly impact the experiences of U.S. citizens. If you love a strategic, analytical sales process and working across diverse stakeholders in the Federal space, selling Qualtrics software will always keep you learning and growing.

Requirements

15+ years of experience selling SaaS solutions to the Federal vertical
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
Prior experience in building relationships with relevant Federal contractors
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 DHS and DOJ territory preferred

Responsibilities

Partner with the DHS Account Lead 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 DHS.
Develop a territory plan and specific account plans to drive usage of the Qualtrics platform across DHS.
Become a trusted advisor to a variety of buyers in the Federal vertical.
Closely engage with clients at all points of the sales cycle - from prospecting, product demonstrations, onsite presentations, and contracting through close.
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 (X4) and Las Vegas (Sales Kick Off)
medical
dental
vision
life and disability
401(k) with match
paid time off
a wellness reimbursement
mental health benefits
an experience bonus