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 microphone and iterating until the best solution emerges. You won't have to look for growth opportunities; they'll find you. From retail to government to healthcare, we are on a mission to bring humanity, connection, and empathy back to business. Join over 5,000 people across the globe who believe that's work worth doing.
Senior Enterprise Sales Manager - DACH
Why This Role Exists
Qualtrics is hiring a proactive individual to lead one of our Strategic Enterprise Sales teams in Germany. Your primary focus will be on leading the team to success through coaching and mentoring, as well as driving net-new revenue for Qualtrics. Our Sales team comprises highly driven individuals dedicated to closing experience gaps. Our SaaS platform helps some of the largest organizations globally drive action with pre-built experience management (XM) programs and projects that anyone can use. The ideal candidate is results-driven with a strong operating rhythm. Adaptability, leading with empathy, and a positive approach are paramount.
How You'll Find Success
- Relationship Building: Master stakeholder mapping to cultivate relationships with multiple contacts within an account, ensuring lasting partnerships.
- Negotiation Skills: Navigate negotiations with professionalism, understanding the art of give-and-take.
- Multi-Selling Approach: Drive engagement with various business stakeholders in parallel to create multifaceted selling opportunities.
- Empathetic Competitiveness: While being competitive, possess the ability to empathize and understand others' perspectives.
- Entrepreneurial Mindset: Take initiative to grasp expected outcomes and context, working independently to drive results.
- Effective Communication: Influence effectively at all levels, creating trust and collaboration within the team.
How You'll Grow
- Join a team that dares to pursue groundbreaking experiences.
- Contribute to our mission of building technology that positively impacts businesses and makes them more human.
- As a member of our global sales organization, take ownership of a dedicated team. Develop a robust team strategy designed to drive demand and revenue.
- Engage in big-picture thinking and an environment that embraces innovation and creativity. Build relationships with multiple decision-makers in an account and educate them on the value of Qualtrics.
What You'll Do
- Lead a team of Strategic Account Executives.
- Coach direct reports in sales strategy, pipeline management, opportunity management, and career planning/development.
- Maintain a strong operating rhythm, a critical success factor for this role.
- Recruit, retain, and nurture a team of experienced, high-potential strategic sales professionals with a strong performance history.
- Provide skill training and mentoring on complex sales motions, including collaboration with legal, product presentations, managing multiple internal team relationships, and quarterly sales forecasting.
- Interface and develop professional relationships with existing clients and prospects at all organizational levels.
- Employ a systemic approach to handling significant contract negotiations and deals with multiple representatives simultaneously.
- 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 complex deals.
- Develop and maintain positive relationships with other internal functional areas at Qualtrics (e.g., Professional Services, Implementation, Subject Matter Experts) to ensure a collaborative approach to securing large enterprise engagements.
- Demonstrate experience successfully managing through change in a fast-growing environment.
- Apply an entrepreneurial approach to effectively manage a business.
What We're Looking For On Your Resume
- A proven winner who has led teams to breakthrough results. Strong track record closing and/or managing multi-million dollar deals.
- 6-8 years of individual enterprise-level sales experience.
- 4-5 years managing a sales team to achieve great results.
- SaaS selling experience with long, complex sales cycles and multi-stakeholder negotiations.
- Record of exceeding quarterly team quotas through metric-based skill development and internal team management.
- Experience and understanding of complex contract negotiations.
- Experience using MEDDIC sales processes or similar methodologies.
- Experience using Salesforce.com and measuring system compliance.
- Fluency in German and English.
- Willingness to travel up to 1-2 times per month.
Nice-to-Haves
- Background in CX, Experience Management (XM), market research, analytics, or related enterprise SaaS solutions.
- Experience selling to automotive, manufacturing, utilities, financial services, or public sector industries.
- Prior experience at scale-ups or hypergrowth SaaS companies.
What You Should Know About This Team
- We work with a team of highly motivated, ambitious individuals. Maintaining that energy and spirit is critical, balanced with an expectation of meritocracy in performance management.
- Our customer satisfaction rate is incredibly high and a point of pride for our teams. Identifying ways to continue delighting stakeholders is key.
- Creating space for, and encouraging/expecting innovation from different areas of the team, is critical to our team's and company's growth and success.
- The day-to-day in this role is dynamic and fast-paced; the ability to prioritize and focus is critical to success.
Our Team's Favorite Perks and Benefits
- Qualtrics Experience Program: An annual bonus for an experience of your choosing.
- Worldwide and Diverse Community: Enjoy a supportive global network that enjoys helping each other.
- Inclusive Environment: At Qualtrics, we constantly strive to create an environment where everyone feels safe and comfortable, enabling them to do their best work.
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 (https://www.dol.gov/agencies/whd/posters/fmla), Equal Opportunity Employment (https://www.eeoc.gov/poster), Employee Polygraph Protection Act (https://www.dol.gov/agencies/whd/posters/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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