Research Services Manager, Apj

1 week ago

Sydney, New South Wales, Australia Qualtrics Full time

The Qualtrics XM Platform is a system of action that helps businesses to attract customers who stay longer and buy more, to engage and empower employees to do the best work of their lives, to develop breakthrough products people love, and to build a brand people can't imagine living without.

Joining Qualtrics means becoming part of a team bold enough to chase breakthrough experiences - like building a technology that will be a force for good. A team committed to diversity, equity, and inclusion because of a conviction that every voice holds value, with a vision for representation that matches the world around us and inclusion that far exceeds it. You could belong to a team whose values center on transparency, being all in, having customer obsession, acting as one team, and operating with scrappiness. All so you can do the best work of your career.

We believe every interaction is an opportunity. Are we yours?

**Primary Responsibilities**:

- Help develop and then execute the APJ Research Services GTM strategy
- Manage a team of up to 8 quota-carrying Account Executives throughout the APJ regions selling into existing Qualtrics users in the Enterprise, Mid-Market, and Academic sectors.
- Manage up to 3 Sales Development Representatives (SDRs) and/or Account Development Managers (ADMs)
- Coach direct reports in market research sales strategy, pipeline management, opportunity management, and career planning/development
- Recruit, train, and retain any necessary Account Executives, SDRs, and/or ADMs who have a proven track record of success
- Provide skill development and coaching on complex sales motions
- Provide weekly sales forecasting for the APJ region
- Execute the 'Qualtrics Way' of AE/SDR/ADM development by Teaching, Showing, Observing, and Following Up on sales skills
- Help AEs find success on their sales calls/presentations by personally interfacing with potential and current customers
- Display a systemic approach to managing challenging contract negotiations/deals with multiple AEs at a time
- Develop and maintain in-depth knowledge of Qualtrics' solution offerings.
- Maintain a real-time understanding of the competitive Market Research landscape to assist in determining win-based proposals and pricing
- Help your team internally navigate when working on complex deals that involve multiple internal departments.

**Qualifications**:

- A proven leader who has led teams to breakthrough results
- At least 4 years of individual B2B sales experience with either a complex product or service, in addition to a sophisticated sales process
- At least 3 years of successfully managing a quota-carrying sales team (**strong** **preference** for experience within the market research space)
- Ability and willingness to travel to different countries in the APJ region
- Successful history in accurately forecasting on the individual and team levels

**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 in open and collaborative work spaces
- 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
- To learn more about what we value read about it directly from our employees Qualtrics Life stories

LI-CF1 #LI-Hybrid

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