State and Local Government Sales Manager (Corporate Accounts)

Why We Have This Role

How You’ll Find Success

• Takes initiative: Understands the expected outcome, gets the context, and then works entrepreneurially to get it done.
• Highly communicative: Influences effectively, creating trust at the team level.
• Proven track record: Strong history of exceeding quota.
• Client Acquisition: Proven ability to acquire corporate and mid-to-large market clients.
• Strong negotiating skills: Ability to close competitive, high-velocity deals.
• Platform Selling: Ability to sell a complex platform—the Qualtrics Experience Management platform—to standard and strategic corporate-level accounts.

How You’ll Grow

• Structured promotion process / auto-promotion process
• Career Action Planning with your Manager
• Qmobility

Things You’ll Do

• Lead a Corporate SLG Sales organization to drive long-term employee, team, and customer success while scaling revenue growth.
• Be a thought leader and customer advocate with partners to elevate the adoption of experience management (XM) in government.
• Lead an organization of sales managers and mid-level to senior sales executives selling into corporate, mid-market, and large-market public sector accounts.
• Meet quarterly and annual objectives and key results.
• Manage the business through accurate, predictable, and timely pipeline reporting.
• Coach direct reports in sales strategy, velocity pipeline management, opportunity management, and career planning/development.
• Recruit, retain, and nurture your team of experienced sales professionals with high potential and strong performance history.
• Provide skill training and mentoring on corporate public sector sales motions, including collaboration with legal, product presentations, and quarterly sales forecasting.
• Interface and develop professional relationships with existing clients and prospects at the leadership and executive levels.
• Develop and maintain in-depth knowledge of Qualtrics' solution offerings.
• Maintain a real-time understanding of the competitive landscape to assist in building win-based proposals and pricing.
• Serve as an executive sponsor during corporate-level deals.
• Develop and maintain positive relationships with other functional areas internally at Qualtrics (e.g., Professional Services, Implementation, Subject Matter Experts) to ensure a collaborative approach to secure large corporate public sector engagements.

What We’re Looking For On Your Resume

• Minimum 7 years leading teams in high-growth technology sales and/or services, preferably in the public sector industry.
• Minimum 5 years of experience selling SaaS solutions.
• Successful track record leading sales teams in achieving assigned revenue targets.
• Successful track record providing professional impact to government clients and partners.
• Ability to learn and master product solutions and features with excellent verbal and written communication skills.
• Strong quantitative, analytical, and conflict resolution abilities.
• Experience using corporate sales methodologies (e.g., MEDDIC, Value Selling, or solution selling).
• Experience using CRM platforms such as Salesforce or Microsoft Dynamics and measuring system compliance.
• Bachelor’s degree or higher is required.
• Preference for candidates to be based at our headquarters in Provo, Utah.

What You Should Know About This Team

• Our Corporate State and Local Government (SLG) sales team is a group of highly driven individuals dedicated to closing experience gaps across SLG institutions in the United States.
• Our SaaS platform is used to help some of the largest government organizations in the world drive action with pre-built experience management (XM) programs and projects that anyone can use.
• This team is responsible for $27M+ in revenue.
• This team was the highest performing sector in the company last year, where CX and EX are key priorities.

Our Team’s Favorite Perks and Benefits

• Salary + Uncapped Commissions and Accelerators
• 100% Performance-based promotions—not politics or tenure
• Quarterly team activities, winter and summer parties, and lots of Qualtrics swag
• We offer private health insurance, an annual experience bonus, a wellness stipend to allow you to focus on yourself each quarter, and much more.