State and Local Government Sales Manager (Corporate Accounts)

About the role

The State and Local Government Sales Manager (Corporate Accounts) role at Qualtrics is responsible for driving company revenue growth through net new customer acquisition and expansion in the company's current corporate-level state and local government customer base. This position will lead an organization of talented managers and sales executives across the U.S.

Responsibilities

• Takes initiative to understand the expected outcome, get the context, and work entrepreneurially to achieve it.
• Influences effectively, creating trust at the team level.
• Leads a Corporate SLG Sales organization to drive long-term employee, team, and customer success while scaling revenue growth.
• Be a thought leader and customer advocate with partners to elevate the adoption of experience management (XM) in government.
• Lead an organization of sales managers and mid-level to senior sales executives selling into corporate, mid-market, and large-market public sector accounts.
• Meet quarterly and annual objectives and key results.
• Manage the business through accurate, predictable, and timely pipeline reporting.
• Coach direct reports in sales strategy, velocity 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 corporate public sector sales motions, including collaboration with legal, product presentations, and quarterly sales forecasting.
• Interface and develop professional relationships with existing clients and prospects at the leadership and executive levels.
• 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 corporate-level deals.
• Develop and maintain positive relationships with other functional areas internally at Qualtrics (e.g., Professional Services, Implementation, Subject Matter Experts) to ensure a collaborative approach to secure large corporate public sector engagements.

Requirements

• Minimum 7 years leading teams in high-growth technology sales and/or services, preferably in the public sector industry.
• Minimum 5 years of experience selling SaaS solutions.
• Successful track record leading sales teams in achieving assigned revenue targets.
• Successful track record providing professional impact to government clients and partners.
• Ability to learn and master product solutions and features with excellent verbal and written communication skills.
• Strong quantitative, analytical, and conflict resolution abilities.
• Experience using corporate sales methodologies (e.g., MEDDIC, Value Selling, or solution selling).
• Experience using CRM platforms such as Salesforce or Microsoft Dynamics and measuring system compliance.
• Bachelor’s degree or higher is required.
• Preference for candidates to be based at our headquarters in Provo, Utah.

Qualifications

• On-the-job experience with Qualtrics’ SaaS platform.
• Experience working with state and local government entities.
• Experience with public sector sales and customer relationship management.
• Experience with complex sales processes and negotiations.
• Experience with CRM systems and data analysis.

Skills

• Strategic thinking and problem-solving skills.
• Excellent communication and interpersonal skills.
• Ability to manage multiple priorities and deadlines.
• Strong negotiation and closing skills.
• Ability to work independently and as part of a team.
• Knowledge of public sector regulations and compliance requirements.

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
• An annual experience bonus
• A wellness stipend to allow you to focus on yourself each quarter
• And much more

Pay

Salary + Uncapped Commissions and Accelerators

Schedule

Hybrid Work Model: 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.