Enterprise Account Executive

At Qualtrics we create software the worlds best brands use to deliver exceptional frontline experiences build high-performing teams and design products people love. But we are more than a platformwe are the creators and stewards of the Experience Management category serving over 18K clients globally. Building a category takes grit determination and a disdain for conventionbut most of all it requires close-knit high-functioning teams with an unwavering dedication to serving our customers.

When you join one of our teams youll be part of a nimble group thats empowered to set aggressive goals and move fast to achieve them. Strategic risks are encouraged and complex problems are solved together by passing the mic and iterating until the best solution comes to light. You wont have to look to find growth opportunitiesready or not theyll find you. From retail to government to healthcare were on a mission to bring humanity connection and empathy back to business. Join over 5000 people across the globe who think thats work worth doing.

Why We Have This Role Qualtrics Federal sales team is a group of highly driven individuals dedicated to closing experience gaps across Federal organizations in North America. As a senior Federal Strategic Account Lead you will act as the CEO of your franchise leading enterprise-wide sales efforts within a dedicated Federal Civilian territory. You will drive digital transformation by engaging Senior Executive Service (SES) leaders structuring complex multi-year enterprise agreements and orchestrating a vast ecosystem of internal resources and external System Integrator (SI) partners. Your overarching objective is to drive exponential company revenue growth through net-new customer acquisition and strategic expansion within major accounts for example HUD DoEd SSA etc. and large U.S. Independent Federal Agencies.

How Youll Find Success

• Take the initiative to deeply understand the customer mission formulate comprehensive capture strategies and execute highly complex sales campaigns.
• Elevate customer relationships beyond standard account management by building multi-threaded C-level alignment champion development and rigorous attention to detail.
• Leverage deep expertise in rigorous enterprise sales methodologies such as MEDDPICC and Command of the Message to forecast accurately and close 7-8 figure deals.
• Demonstrate elite quantitative analytical and conflict resolution abilities to navigate complex government procurement cycles.
• Master product solutions and technical features translating them into mission-critical business value through exceptional verbal and written communication.
• Travel and remain client-facing up to 50% of the time (including industry events and conferences) to foster trusted advisor relationships.

How Youll Grow

• At Qualtrics Federal we are a mission-driven team empowering top Federal Civilian agencies to listen understand and take action on their most critical data.
• You wont just be selling softwareyou will be delivering transformative solutions that solve complex agency challenges and advance the mission of government.
• If you are energized by a highly strategic analytical sales process and excel at building consensus among diverse Federal stakeholders this role offers the platform to lead market transformation and continually elevate your career.

Things Youll Do

• Command the end-to-end execution of the complex enterprise sales process for the Qualtrics Platform operating as the definitive trusted advisor within your Federal Civilian territory.
• Engage with clients at all phases of the sales cyclespearheading targeted prospecting leading highly tailored product demonstrations delivering executive on-site presentations and negotiating complex contracts through close.
• Drive aggressive net-new revenue growth through landmark new logo acquisition and massive expansion of current enterprise accounts.
• Orchestrate cross-functional teams (Solution Engineers Customer Success Legal Information Security) and act as a thought leader and customer advocate with SI and technology partners to accelerate the adoption of Experience Management (XM).
• Build dynamic strategic account plans to grow existing business identify prime new opportunities and consistently exceed quarterly and annual objectives and key results.

What Were Looking For

• 15 years of quota-carrying enterprise software/SaaS sales experience with a minimum of 5 years directly selling into the Federal Civilian vertical.
• Documented successful track record in overachieving assigned enterprise targets and closing massive multi-year contracts within the Federal vertical.
• A successful track record of providing executive-level impact driving transformation conversations with agency CIOs CDOs and SES leadership.
• Deep expertise in federal procurement processes acquisition strategies and federal funding cycles.
• Strong fluency in federal government security standards and policies (e.g. FedRAMP FISMA ATO processes).
• Extensive prior experience in building highly productive relationships and go-to-market strategies with Tier 1 federal contractors and Global System Integrators.
• Prior experience in leading and strategically responding to major federal government RFIs and RFPs.
• Located in the DMV (Washington D.C. Maryland Virginia) area.

What You Should Know About This Team

• The Qualtrics Federal team prides itself on an elite culture of collaboration a relentless work ethic and a winning mentality.
• We are the fastest-growing sector within the company.
• Join a team that is building a legacy and making a tangible difference for our countrys most vital institutions.

Our Teams Favorite Perks and Benefits

• Quarterly in-person gatherings for high-impact team building activities and strategic alignment.
• Federal-specific training and executive enablement programs to continuously hone your enterprise skills.
• New office-space in Reston VA as well as Washington D.C.
• Extended winter break via the New Year Recharge in early January.

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. #remote

Qualtrics is an equal opportunity employer meaning that all qualified applicants will receive consideration for employment without regard to race color religion sex sexual orientation gender identity national origin disability status as a protected veteran or any other protected characteristic.

Applicants in the United States of America have rights under Federal Employment Laws:Family & Medical Leave ActEqual Opportunity EmploymentEmployee Polygraph Protection Act

Qualtrics is committed to the inclusion of all qualified individuals. As part of this commitment Qualtrics will ensure that persons with disabilities are provided with reasonable accommodations. If reasonable accommodation is needed to participate in the job application or interview process to perform essential job functions and/or to receive other benefits and privileges of employment please let your Qualtrics contact/recruiter know.

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