Federal Enterprise Account Executive - Aerospace & Defense

About the role

The Qualtrics Federal sales team is a group of highly driven individuals dedicated to closing experience gaps across U.S. Federal organizations and Aerospace & Defense contractors. The focus is on driving incremental revenue for Federal/GovCon product lines and buyer personas.

Responsibilities

• Takes the initiative to understand the customer mission, create a strategic plan, and execute
• Elevates customer relationships to the next level through dedicated account management
• Experience using enterprise sales processes such as MEDDIC
• Ability to learn and understand product solutions and features with excellent verbal and written communication skills
• Strong quantitative, analytical, and conflict resolution abilities
• Willingness for occasional travel and to conduct client-facing meetings
• Based out of the Washington D.C., Maryland, Northern-Virginia (DMV) area

How You’ll Grow

• Structured promotion process/auto promotion process
• Qualtrics Aerospace & Defense team helps the largest and most impactful government contractors listen, understand, and take action on employee and customer data
• Selling technology to solve real problems and tackle challenges that directly impact the experiences of public sector employees and customers
• 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

What We’re Looking For

• You earned a Bachelor's degree
• You have experience navigating Salesforce.com, LinkedIn Sales Navigator, and other prospecting applications
• You have a proven track record of hitting and exceeding quotas
• You love closing complex, consultative deals
• You are able to travel when necessary
• You have 10-15 years of experience
• You have at least 10+ years of quota-carrying enterprise sales experience, ideally in SaaS

Things You’ll Do

• Be a part of the Qualtrics Defense team, supporting Aerospace & Defense prospects and customers
• Develop a territory plan and specific account plans to drive usage of the Qualtrics platform across Aerospace and Defense and Government Contractor customers
• Become a trusted advisor to a variety of buyers in the A&D space
• 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
• Met 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

What You Should Know About This Team

• The Qualtrics Federal team prides itself on a strong culture of collaboration, hard working mentality, and commitment to winning
• Qualtrics Federal is the fastest growing market unit within the company
• We are just getting started. Join a team that is defining the Experience Management category in the Federal space and making a difference for our customers
• 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

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.