Higher Education Sales Manager

About Qualtrics

At Qualtrics, we create software that 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 (XM) category, serving over 18K clients globally. Building a category requires grit, determination, and a disdain for convention. Most importantly, 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 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. Growth opportunities abound, and you'll be 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.

Why We Have This Role

Our Higher Education Account Executive team comprises highly driven individuals dedicated to closing experience gaps. Our SaaS platform helps some of the largest organizations in the world drive action with pre-built experience management (XM) programs and projects that anyone can use. This sales manager role exists to coach and develop our world-class sales organization to reach its fullest potential and drive revenue for Qualtrics. We need your help to elevate our current employee base and assist Qualtrics in meeting and exceeding revenue targets for the SLG organization.

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 clients.
• Strong negotiating skills.
• Ability to sell the complex Qualtrics Experience Management platform to large, strategic accounts.

How You'll Grow

• Structured promotion process/auto-promotion process.
• Career Action Planning with Manager.
• Qmobility.
• Partnerships with world-class clients and teammates.

Things You'll Do

• Lead a team of 6-9 Account Executives.
• Coach 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 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) to ensure a collaborative approach to securing large enterprise engagements.

What We're Looking For On Your Resume

• A validated winner who has led teams to breakthrough results.
• A bachelor's degree or higher is required.
• At least 4-6 years of individual enterprise-level sales experience.
• At least two years managing a corporate-level sales team.
• Ability to travel up to 50%.
• Experience using MEDDIC sales processes.
• Experience using Salesforce.com and measuring system compliance.
• Experience over-exceeding quarterly team quotas through metric-based skill development and internal team management.
• Experience working on complex contract negotiations.

What You Should Know About This Team

• Our Sales team has grown in response to strong client demand for the Qualtrics Customer and Employee Experience products.
• This growth has necessitated an exceptional leader with a track record of attracting, developing, and motivating an elite team of enterprise SaaS sales professionals.
• Our team consists of highly driven, intelligent, organized, and dedicated individuals who work together to accomplish and surpass quarterly and annual objectives.
• We are a goal-oriented team that works hard and enjoys the incredible trajectory Qualtrics provides. Our overarching objective is to drive company revenue growth through client success.

Our Team's Favorite Perks and 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.

The Qualtrics Hybrid Work Model

Our hybrid work model is elegantly simple: we all gather in the office three days a week—Mondays and Thursdays, plus one day selected by your organizational leader. These purposeful in-person days in thoughtfully designed offices help us do our best work and harness the power of collaboration and innovation. For the rest of the week, work where you want, owning the integration of work and life. #hybrid

Qualtrics is an equal opportunity employer, meaning that all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any other protected characteristic.

Applicants in the United States of America have rights under Federal Employment Laws: Family & Medical Leave Act, Equal Opportunity Employment, Employee Polygraph Protection Act.

Qualtrics is committed to the inclusion of all qualified individuals. As part of this commitment, Qualtrics will ensure that persons with disabilities are provided with reasonable accommodations. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please let your Qualtrics contact/recruiter know.

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