State and Local Government Sales Manager (Corporate Accounts)Why We Have This RoleAs the Corporate SLG Sales Leader, you will lead an organization of talented managers and sales executives across the U.S. Your team's overarching objective is to drive company revenue growth through net new customer acquisition and expansion in our current corporate-level state and local government customer base. This leader will be integral to the success of the SLG vertical and broader Public Sector team. We need a talented Sales Leader to enable the SLG corporate sales team to deliver at their highest potential.
How You'll Find Success- Takes initiative: Understands the expected outcome, gets the context, and then works entrepreneurially to get it done.
- Highly communicative: Influences effectively, creating trust at the team level.
- Proven track record: Strong history of exceeding quota.
- Client Acquisition: Proven ability to acquire corporate and mid-to-large market clients.
- Strong negotiating skills: Ability to close competitive, high-velocity deals.
- Platform Selling: Ability to sell a complex platform-the Qualtrics Experience Management platform-to standard and strategic corporate-level accounts.
How You'll Grow- Structured promotion process / auto-promotion process
- Career Action Planning with your Manager
- Qmobility
Things You'll Do- Lead 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.
What We're Looking For On Your Resume- 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.
What You Should Know About This Team- Our Corporate State and Local Government (SLG) sales team is a group of highly driven individuals dedicated to closing experience gaps across SLG institutions in the United States.
- Our SaaS platform is used to help some of the largest government organizations in the world drive action with pre-built experience management (XM) programs and projects that anyone can use.
- This team is responsible for $27M+ in revenue.
- This team was the highest performing sector in the company last year, where CX and EX are key priorities.
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 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
