Qualtrics

Higher Education Sales Manager

Qualtrics • $90K — $130K *
Provo, UT 84604In-Person
Education, Government & Non-Profit
Less than 5 years of experience
Reposted 2 weeks ago
Job Overview by Ladders

Qualifications

  • Bachelor's degree or higher required.
  • 4-6 years of individual enterprise-level sales experience.
  • 2 years of experience managing a corporate-level sales team.
  • Proficient in using MEDDIC sales processes.
  • Experienced with Salesforce.com and measuring system compliance.

Responsibilities

  • Lead a team of 6-9 Account Executives.
  • Coach direct reports on sales strategies and pipeline management.
  • Recruit, retain, and develop high-performing sales professionals.
  • Provide mentoring on complex sales processes and negotiations.
  • Develop relationships with clients and prospects across all organizational levels.
  • Conduct meaningful contract negotiations with multiple representatives.
  • Maintain knowledge of Qualtrics solutions and competitive landscape.

Benefits

  • Uncapped commissions and performance-based promotions.
  • Quarterly team activities and company parties.
  • Private health insurance and an annual experience bonus.
  • Wellness stipend for personal health initiatives.
Full Job Description
Higher Ed Sales Manager

Why We Have This 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. We need your help to elevate our current employee base and help Qualtrics meet and exceed revenue targets for the SLG organization.

How You'll Find Success
  • Takes initiative
  • Understands the expected outcome, gets the context, and then works entrepreneurially to get it done.
  • Highly communicative and influences effectively, creating trust at the team level.
  • Strong track record of exceeding quota.
  • Ability to acquire clients
  • Strong negotiating skills
  • Ability to sell 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.
  • Coaching 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.
  • 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 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 On Your Resume
  • 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
  • Ability to travel up to 50%
  • 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

What You Should Know About This Team

  • Our 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.
  • Our 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.


Our Team's Favorite Perks and 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
  • We offer private health insurance, an annual experience bonus, a wellness stipend to allow you to focus on yourself each quarter, and much more
  • The annual Qualtrics Experience Bonus can be used for an experience of your choosing. Some team members have chosen to use the bonus for vacations, concert or event tickets, or home improvement projects.

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. 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. #hybrid

About Qualtrics

Qualtrics is a software company that provides experience management solutions for businesses and organizations. The company was founded in 2002 by Ryan Smith, Jared Smith, and Stuart Orgill, and has since grown to become one of the leading providers of customer and employee experience software. Qualtrics offers a variety of products and services, including survey software, customer experience management, and employee engagement tools, and has over 12,000 customers worldwide. The company was acquired by SAP in 2018 for $8 billion, making it one of the largest software acquisitions in history.
Learn more about Qualtrics
Size
3,500 employees
Industry
Information Technology
Founded
2002
* Ladders Estimates

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