Higher Education Sales Manager

About the role

Our Higher Education Account Executive team is a group of highly driven individuals dedicated to closing experience gaps. Our SaaS platform is used to help some of the largest organizations in the world drive action with pre-built experience management (XM) programs and projects that anyone can use. The sales manager role exists to coach and develop our world-class sales organization to reach their fullest potential and drive revenue for Qualtrics.

Responsibilities

• Takes initiative and understands the expected outcome, getting the context, and working entrepreneurially to get it done.
• Highly communicative and influences effectively, creating trust at the team level.
• Exceeds quota and has a strong track record of acquiring clients.
• Has strong negotiating skills and sells a complex platform: 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 throughout at all levels of an organization
• Display a systemic approach to handling meaningful contract negotiations/deals with multiple reps at a time
• 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, etc, to ensure a collaborative approach to secure large enterprise engagements

What We’re Looking For

• A validated winner that 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
• 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

Things You Should Know About This Team

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