The Challenge

The Enterprise Account Executive is expected to lead all sales efforts within his/her assigned territory, including prospect identification, lead generation, sales calls, managing the sales cycle, proposal and contract negotiation through deal closure. The Enterprise Account Executive is expected to meet sales goals established by their Sales Director while delivering the highest standard of integrity, quality, and customer service to our clients.   

 

A Day in the Life

  • Generate new leads through networking and prospecting, including cold calling, as well as leveraging marketing and PR activities of the company
  • Establish, manage, and maintain relationships between Qualtrics and senior executives of the client and prospect companies
  • Make sales presentations to customer and prospects at all levels and in a variety of departments (such as HR, Marketing, and Customer Experience) of Fortune 1,000 companies of other accounts within a prescribed territory. Address product uses, benefits, competitive advantages and business terms; facilitate aggressive technical follow-up to close sale
  • Target account selling (prospecting/lead generation, qualification and scoping, closing strategies, negotiations, etc...)
  • Interface and develop professional relationships with existing clients and prospects throughout the organizational levels
  • In collaboration with Qualtrics' marketing team, develop and execute demand generation campaigns
  • Coordinate and actively participate in contract negotiations
  • Act as representative of Qualtrics at industry conferences and association meetings
  • Partner with Marketing on leads from trade shows and campaigns
  • Sales process management
  • Develop and maintain in-depth knowledge of Qualtrics' solution offerings
  • Maintain a real-time understanding of the competitive landscape to assist in determining win-based proposals and pricing
  • Meet or exceed quota expectations
  • Participate in sales planning status meetings

 

The Expectation for Success

  • Acquiring clients, negotiating, and selling the Qualtrics Research Software platform to marketing and research executives of Fortune 500 companies, governments NPOs and/or academic institutions
  • Leading potential clients to an understanding of the options or solutions that are applicable to their situation, demonstrating how features and benefits match their needs
  • Contributing in weekly meetings with meaningful insights
  • BA/BS in Computer Science, Business Administration of Marketing
  • Experience using Salesforce.com and Mac proficiency a plus
  • At least 10 years of recent experience selling complex SaaS application software solutions to a major vertical market
  • Experience selling SaaS solutions to market research, marketing and human resource departments within Fortune 1000 companies

 

Qualtrics is an equal opportunity employer 

Qualtrics provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, national origin, sexual orientation, gender identity or expression, age, disability, genetic information, marital status or veteran status.

 

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