Higher Education Enterprise Sales Manager

Qualtrics hires a Higher Ed Enterprise Sales Manager to lead and develop its Higher Ed Enterprise Account Executive team. The role focuses on coaching sales professionals, driving enterprise SaaS revenue, and helping the EDU organization meet and exceed revenue targets.

Responsibilities:

• 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

Requirements:

• 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
• 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