Senior Enterprise Account Executive

At Qualtrics, we create software that the worldâs best brands use to deliver exceptional frontline experiences, build high-performing teams, and design products people love. But we are more than a platform. We are the creators and stewards of the Experience Management category serving over 18,000 clients globally. Building a category takes grit, determination, and an appreciation for the unconventionalâbut 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, youâll be part of a nimble group thatâs empowered to set ambitious goals and move fast to achieve them. Strategic risks are encouraged, and complex problems are solved by collaborating and iterating until the best solution comes to light. You wonât have to look to find growth opportunitiesâ theyâll find you. From retail to government to healthcare, weâre on a mission to bring humanity, connection, and empathy back to business. Join over 6,000 people across the globe who think thatâs work worth doing.

Senior Enterprise Account Executive - Melbourne

Why We Have This Role

We are looking for a Senior Enterprise Account Executive that will lead all sales efforts within his/her assigned territory, including prospect identification, lead generation, sales calls, managing the sales cycle, proposal, business case and contract negotiation through to deal closure. The Senior Enterprise Account Executive is expected to meet sales goals established by their Sales Director while delivering the highest standard of integrity, quality, and value to our clients. The role can be based in Melbourne or Sydney.

How Youâll Find Success

• Experience selling SaaS solutions to CCOs, CMOs, CDOs. Experience in partnering with market research, customer experience, contact centres, marketing and human resource departments within ASX top 100 companies is valued
• Acquiring clients, negotiating, and selling Qualtrics to executives of large enterprise organisations

How You'll Grow

• Become a Strategic Partner: Build strong relationships with senior leadership and contribute to Qualtrics' overall success
• Make a Lasting Impact: Leave a legacy of positive change, shaping the future of work for Qualtrics employees worldwide

Things Youâll Do

• Lead all sales efforts within his/her assigned territory, including prospect identification, lead generation, sales calls, managing the sales cycle, proposal, business case and contract negotiation through to deal closure
• Meet sales goals established by their 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
• Establish, manage, and maintain relationships between Qualtrics and senior executives of the client and prospect companies
• Make sales presentations to customers and prospects at all levels and in a variety of departments (such as Customer Experience, HR and Marketing) of the ASX top 100 companies and other accounts within a prescribed territory. Address product uses, benefits, competitive advantages, business terms and facilitate optimal technical follow-up to close the sale
• Target account selling (prospecting/lead generation, qualification and scoping, closing strategies, negotiations, etc)
• Interface and develop professional relationships with existing clients and prospects throughout the organisational levels
• In collaboration with Qualtrics' marketing team, develop and execute demand generation campaigns
• Coordinate and actively participate in contract negotiations
• Act as a representative of Qualtrics at industry conferences and association meetings
• Partner with Marketing on leads from events and symposiums
• Sales process management
• Develop and maintain in-depth knowledge of Qualtrics' solution offerings with particular focus to the measurable business outcomes our customers achieve
• Maintain a real-time understanding of the competitive landscape to assist in determining win-based proposals and pricing

What Weâre Looking For On Your CV

• At least 5 years of recent experience selling complex SaaS application software solutions into enterprise, ideally in the customer experience or employee experience space.
• Proven track record of successful quota achievement as a saas sales executive/director 
• Strong understanding of how to manage complex sales cycles from initiation to close
• Experienced in building pipeline into existing and whitespace customers 
• Experience driving account strategy, building a POV and pulling together an extended team of CSMs, Solution Engineers, Partners & Services 
• Possess growth mindset, grittiness and positive attitude
• Humble, team player, coachable
• Experience in working with ecosystem around enterprise customers
• Ability to work in a fast-paced and dynamic environment
• Ideally a Bachelorâs or Masterâs degree in Business Administration, Finance, or a relevant field

What You Should Know About This Team

• Our team is a group of highly driven individuals that are intelligent, organised, and dedicated 
• We work together as a team to accomplish and surpass quarterly and annual objectives.
• We are a goal-oriented team that works hard and enjoys the incredible trajectory that Qualtrics provides
• Our overarching objective is to drive company revenue growth through client success

Our Teamâs Favourite Perks and Benefits

• A comprehensive package consisting of base, bonus, and generous benefits. Clear expectations for performance and progression pathways
• Private health insurance - top of the range coverage
• Annual Experience Bonus - we want to facilitate some great experiences for our employees. Put this bonus towards an experience youâve always wanted to have
• Experience Leave - additional 5 days a year to take for experiences
• Quarterly Wellness Stipend - reimburse your physical and mental wellbeing costs
• Commuter allowance - we take care of your public transport expenses to the office

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.

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.

âââââââApplicants in the United States of America have rights under Federal Employment Laws: Family & Medical Leave Act,Equal Opportunity Employment,Employee 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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