Enterprise Sales Manager

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 5,000 people across the globe who think that’s work worth doing.

• Build and implement annual category plans to drive the strategic management of all travel and event related spend at Qualtrics
• Develop relationships with senior Qualtrics business stakeholders to maximize
• Lead a team of 6-8 Enterprise Account Executives.
• Coach direct reports in sales strategy, 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 complex sales motions, including collaboration with legal, product presentations, juggling multiple relationships with internal teams, and quarterly sales forecasting.
• Interface and develop professional relationships with existing clients and prospects throughout at all levels of an organization.
• Display a systemic approach to handling meaningful contract negotiations/deals with multiple reps at a time.
• 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 enterprise-level deals.
• Maintain a real-time understanding of the competitive landscape to assist in determining win-based proposals and pricing.
• Develop and maintain positive relationships with other functional areas internally at Qualtrics, e.g., Professional Services, Implementation, Subject Matter Experts, etc, to ensure a collaborative approach to secure large enterprise engagements
• Be part of Japan’s senior management member to team up to grow Japanese Market

• A validated winner that has led teams to breakthrough results
• A bachelor’s degree or higher is required
• At least 6-8 years of individual enterprise-level sales experience
• At least two years managing an enterprise-level sales team
• Ability to travel up to 50%
• Experience using MEDDIC sales processes
• Experience using Salesforce.com and measuring system compliance
• Experience over-exceeding quarterly team quotas through metric-based skill development and internal team management
• Experience working on complex contract negotiations
• Native level Japanese language skills, and business or above English proficiency

• 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
• Health insurance and pension coverage, commute allowance, Japanese 401K program, an annual experience bonus, a wellness stipend to allow you to focus on yourself each quarter, and much more
• The annual Qualtrics Experience Bonus can be used for an experience of your choosing. Some team members have chosen to use the bonus for vacations, concert or event tickets, or home improvement projects.
• 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 organisational leader.