Enterprise Account Executive

6 months ago

Melbourne, Australia Qualtrics Full time

At Qualtrics, we create software that the world’s 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 unconventional—but 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, you’ll be part of a nimble group that’s 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 won’t have to look to find growth opportunities— they’ll find you. From retail to government to healthcare, we’re on a mission to bring humanity, connection, and empathy back to business. Join over 6,000 people across the globe who think that’s work worth doing.

**Enterprise Account Executive - Melbourne**

**Why We Have This Role**

We are looking for an 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 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, Sydney or Brisbane.

**How You’ll Find Success**
- Experience selling SaaS solutions to market research, marketing and human resource departments within ASX top 100 companies.
- Acquiring clients, negotiating, and selling the 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 You’ll 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 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 We’re Looking For On Your CV**
- Proven track record of successful quota achievement as a saas sales executive/director selling into the financial services industry
- 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 Engineerss, Partners & Services.
- Ideally you have a current network of relationships with executives within financial 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 Bachelor’s or Master’s degree in Business Administration, Finance, or a relevant fie

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