Senior Federal Account Executive
Skillsoft
Corporate Sales Manager
Qualtrics
full-time
Posted on:
Location: North Carolina • 🇺🇸 United States
Visit company websiteJob Level
Mid-LevelSenior
Tech Stack
SFDC
About the role
- Lead a team of 8 Account Executives
- Coach direct reports in sales strategy, pipeline management, opportunity management, and career planning/development
- Recruit, retain, and nurture experienced sales professionals
- Provide skill training and mentoring on complex sales motions, including collaboration with legal, product presentations, and sales forecasting
- Interface and develop professional relationships with existing clients and prospects at all levels
- Handle 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 build win-based proposals and pricing
- Serve as an executive sponsor during enterprise-level deals
- Develop positive relationships with internal functional areas (Professional Services, Implementation, Subject Matter Experts) to secure large enterprise engagements
- Get actively involved in sales cycles to coach AEs and bring deals to close
Requirements
- A validated winner that has led teams to breakthrough results
- A bachelor’s degree or higher is required
- At least 6-8 years of individual enterprise-level sales experience
- At least two years managing sales team, preferred but not required
- Ability to travel up to 25%
- 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
- Ability to sell a complex platform (Qualtrics Experience Management) to large, strategic accounts
- Strong negotiating skills
- Ability to acquire clients
- Ability to listen, coach, and grow individuals
- Additional experience with competitors in the space is valuable and preferred
