Federal Enterprise Account Executive

Qualtrics

  • Full Time

Primary Responsibilities

As a Federal Enterprise Account Executive, you are expected to lead all sales efforts within his/her assigned territory, including prospect identification, lead generation, sales calls, handling the sales cycle, proposal and contract negotiation through deal closure. You are someone who meets sales goals established by your Sales Director while delivering the highest standard of integrity, quality, and customer service to our clients.

  • Generate new leads through networking and prospecting, including cold calling, as well as using marketing and PR activities of the company;
  • You will establish, handle, and maintain relationships between Qualtrics and senior executives of the client and prospect agencies;
  • Make sales presentations to customer and prospects at all levels and in a variety of departments (such as HR, Marketing, and Customer Experience) of Federal Agencies within a prescribed territory. Address product uses, benefits, competitive advantages and business terms; facilitate technical follow-up to close sale;
  • Target account selling (prospecting/lead generation, qualification and scoping, closing strategies, negotiations, etc.);
  • Develop acquisition strategies with Federal Buyers
  • Interface and develop professional relationships with existing clients and prospects throughout the organizational levels;
  • In collaboration with Qualtrics' marketing team, develop and execute demand generation campaigns;
  • Coordinate and actively participate in contract negotiations;
  • Act as representative of Qualtrics at industry conferences and association meetings;
  • Partner with Marketing on leads from trade shows and campaigns;
  • Sales process management;
  • Develop and maintain in-depth knowledge of Qualtrics' solution offerings;
  • Maintain a real-time understanding of the competitive landscape to assist in figuring out win-based proposals and pricing;
  • Meet or exceed quota expectations;
  • Participate in sales planning status meetings.

Qualifications

  • Acquiring clients, negotiating, and selling the Qualtrics Research Software platform to Federal Civilian organizations
  • Leading potential clients to an understanding of the options or solutions that are applicable to their situation, demonstrating how features and benefits match their needs
  • Contributing in weekly meetings with meaningful insights
  • BA/BS in Computer Science, Business Administration of Marketing.
  • Experience using Salesforce.com and Mac proficiency a plus.
  • At least 10 years of recent experience selling complex SaaS application software solutions to a major vertical market.
  • Experience selling complex SaaS solutions, preferably to the Federal government or public sector.
  • Hold a current Drivers License.
  • You are well versed in federal procurement processes and regulations
  • You are well versed in federal government security standards and policies
  • You are experienced in building teaming relationships with relevant federal contractors
  • You are experienced in responding to federal government RFI’s and RFP’s

What differentiates us from other companies

  • Work life integration is deeply important to us – we have frequent office events, team outings, and happy hours.
  • We take pride in our offices design aiming at cultivating creativity from our rooftop views to an open and collaborative work space.
  • On top of standard benefits package (medical, dental, vision, life insurance, etc) we provide snacks, drinks, and free lunches in our office.
  • We believe in sharing Qualtrics success which is part of the compensation for all employees.

The base pay range for this position is $102k – 159k per year; however, base pay offered may vary depending on location, job-related knowledge, education, skills, and experience. A sign-on bonus and restricted stock units may be included in an employment offer, in addition to a range of medical, financial, and other benefits, based on eligibility criteria.