Service Sales Executive Job Listing at Qualtrics in Reston, VA (Job ID 6239982)

Description

At Qualtrics, we create software 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 18K clients globally. Building a category takes grit, determination, and a disdain for convention—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 aggressive goals and move fast to achieve them. Strategic risks are encouraged and complex problems are solved together, by passing the mic and iterating until the best solution comes to light. You won't have to look to find growth opportunities—ready or not, 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.

The Services Sales Executive engages early in the sales cycle, when Qualtrics is working closely with a customer to define a vision for their experience transformation. They partner with the sales executive to proactively identify the customer's services needs, outline our capabilities and address any questions they may have. The Services Sales Executive then collaboratively develops a compelling delivery plan that is achievable, meets the customers desired business outcomes and is profitable for Qualtrics. The Services Sales Executive then works with Qualtrics' Services or partner network to ensure a successful handover to the delivery team. 

Successful candidates will be passionate about working as part of an account team and supporting sales cycles. They should excel in C-level presentations and sales, engaging with customers to develop deployment plans. Additionally, the ability to win the hearts and minds of key stakeholders is essential. Candidates must also be skilled at explaining complex program delivery and abstract technical concepts in a simple manner, particularly as they relate to business value.

The Services Sales Executive must be comfortable navigating complex stakeholder groups and excited about problem solving. This role requires a high degree of proactive cross-functional collaboration with Sales & Go-To-Market teams, Product & Engineering, Partners and customers. 

• Develop strong relationships with Sales and other Go-To-Market teams to ensure that we are using services and execution to help us win deal opportunities
• Lead program discovery & scoping sessions, where you will build a shared understanding with the customer of their desired business outcomes alongside the capabilities of the Qualtrics products and solutions.
• Design end-to-end transformation program plans for the customer, using our world-class service offerings and leveraging our partner service providers. You will validate the program design with the customer and ensure the program delivery is achievable.
• Assist in the development of value propositions for opportunities, expanding on the benefits of the execution approaches you are targeting for the customer. You will articulate the business value of your recommended program delivery approach in a compelling way.
• Operate regularly in ambiguous situations and view those as opportunities.
• Be technically knowledgeable and able to interact with security and IT teams when needed as part of program design. 
• Be commercially aware and able to operate within a competitive sales cycle, balancing optimum pricing alongside ensuring margin attainment.
• Be a self-starter who takes ownership of opportunities, works independently, manages multiple simultaneous projects, and deals well with ambiguity and last-minute changes.

• You will work with amazing customer brands across a diverse range of industries on a daily basis, developing a deep understanding of their current business and future plans
• You will develop and practice complex transformation program design as well as advanced selling and presentation skills, working alongside our Sales and Delivery teams
• You will be joining a fast-growing, highly-motivated team with a targeted area of focus that has a considerable impact on the business and many opportunities to evolve.
• Be presented with avenues to pursue continuous learning and acquisition of new skills in technology, management, and personal growth.
• Be constantly exposed to the latest thought leadership in the XM industry.

• Work closely with Sales on opportunity qualification, discovery, value building, commercials and customer presentations, with specific focus on experience transformation program design and plans.
• Build shared understanding with the customer, capturing their desired business outcomes and guiding them on the optimal program delivery or technical solution approach.
• Work collaboratively with partner and internal services delivery teams to understand new offerings, solutions, tools and techniques, as well as strategically guide the evolution and improvement of the same to benefit our customers and margins.
• Design and document custom solutions for individual customer's needs by adapting the platform capabilities to the needs of Qualtrics' enterprise-level customers.
• Develop program design and delivery approaches and present these in a compelling way, in terms of strategy, content and visuals 
• Collaborate with a small team to define, refine, and iterate over internal processes and service offerings to provide the best possible customer experience.
• Assist in managing our sales pipeline while ensuring achievement of Professional Services team KPIs.
• Establish strong relationships with the customer's key technical and business decision makers.

• 8+ Years experience with progressive growth in a SaaS or IT consulting organization.
• Previous experience scoping and designing services for enterprise level organizations.
• Exceptional English writing and verbal presentation skills for a senior executive audience while participating in a fast-paced, sophisticated product and services sales cycle.
• Experience leading Enterprise SaaS deployment projects; OR significant experience selling professional services in the software industry.
• Deep understanding of transformation programs and what it takes for customers to succeed; comfort with technical concepts; ability to become a subject matter expert with new applications.
• Strong attention to detail and experience with commercial processes and tools, including RFP responses, project estimation tools, scope description, and/or contracts.
• Evidence of your ability to build strong relationships with internal and external executive stakeholders.
• Familiarity with Qualtrics or experience management solutions is a plus.

• We are part of one of the most dynamic growth areas in the company.
• Strong project management and organizational skills are truly essential for success.
• Qualtrics Services is a fun team! Trivia masters, gardeners, artists, world travelers, brewers, readers, pet owners, mushroom farmers, kayakers, pizza makers, painters, golfers, LEGO creators, woodworking enthusiasts, campers, and much more!

• Work-life integration is deeply important to us - we have frequent office events, team outings, and happy hours
• Qualtrics Experience Program - $1,800 USD for an experience of your choosing (eligible after 1st year)
• Wellness reimbursement - up to the value of $300 per quarter can be reimbursed for a variety of wellness activities
• Beautiful, collaborative office spaces with perks like catered lunches and events

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.

​​​​​​​Applicants 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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