Higher Education Sales Manager

About the role

The Higher Education Account Executive team at Qualtrics is a group of 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. The role of the Higher Ed Sales Manager 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, working entrepreneurially to achieve it.
• Communicates effectively and influences at the team level, building trust.
• Exceeds quota and negotiates effectively with large, strategic accounts.
• Sells a complex platform: the Qualtrics Experience Management platform to large, strategic accounts.
• Leads a team of 6-9 Account Executives.
• Coaches direct reports in sales strategy, pipeline management, opportunity management, and career planning/development.
• Recruits, retains, and nurtures a team of experienced sales professionals with high potential and strong performance history.
• Provides skill training and mentoring on complex sales motions, including collaboration with legal, product presentations, juggling multiple relationships with internal teams, and quarterly sales forecasting.
• Develops and maintains professional relationships with existing clients and prospects throughout all levels of an organization.
• Interfaces and develops professional relationships with other functional areas internally at Qualtrics, such as Professional Services, Implementation, Subject Matter Experts, etc., to ensure a collaborative approach to securing large enterprise engagements.
• Manages contract negotiations and assists in building win-based proposals and pricing.
• Maintains a real-time understanding of the competitive landscape to assist in determining win-based proposals and pricing.
• Develops and maintains positive relationships with other functional areas internally at Qualtrics, ensuring a collaborative approach to securing large enterprise engagements.

Requirements

• 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.

Qualifications

• Validated winner that has led teams to breakthrough results.
• 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.

Skills

• Strategic risk-taking.
• Complex problem-solving.
• Collaboration with internal teams.
• Contract negotiation.
• Enterprise-level deal execution.
• Competitive landscape analysis.
• Team coaching and development.
• Customer relationship management.
• Product presentation and demonstration.

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
Private health insurance
Annual experience bonus
Wellness stipend to allow you to focus on yourself each quarter
Much more

Pay

Salary + uncapped commissions and accelerators

Schedule

Hybrid work model: three days in the office per week, Mondays and Thursdays, plus one day selected by your organizational leader. The rest of the week, work where you want, owning the integration of work and life.