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.
As a senior Federal Strategic Account Lead, you will act as the CEO of your franchise, leading enterprise-wide sales efforts within a dedicated Federal Civilian territory.
Your overarching objective is to drive exponential company revenue growth through net-new customer acquisition and strategic expansion within major accounts.
How You’ll Find Success:
- Take the initiative to deeply understand the customer mission, formulate comprehensive capture strategies, and execute highly complex sales campaigns.
- Elevate customer relationships beyond standard account management by building multi-threaded C-level alignment, champion development, and rigorous attention to detail.
- Leverage deep expertise in rigorous enterprise sales methodologies such as MEDDPICC and Command of the Message to forecast accurately and close 7-8 figure deals.
- Demonstrate elite quantitative, analytical, and conflict resolution abilities to navigate complex government procurement cycles.
- Master product solutions and technical features, translating them into mission-critical business value through exceptional verbal and written communication.
- Travel and remain client-facing up to 50% of the time (including industry events and conferences) to foster trusted advisor relationships.
Things You’ll Do:
- Command the end-to-end execution of the complex enterprise sales process for the Qualtrics Platform, operating as the definitive trusted advisor within your Federal Civilian territory.
- Engage with clients at all phases of the sales cycle,spearheading targeted prospecting, leading highly tailored product demonstrations, delivering executive on-site presentations, and negotiating complex contracts through close.
- Drive aggressive net-new revenue growth through landmark new logo acquisition and massive expansion of current enterprise accounts.
- Orchestrate cross-functional teams (Solution Engineers, Customer Success, Legal, Information Security) and act as a thought leader and customer advocate with SI and technology partners to accelerate the adoption of Experience Management (XM).
- Build dynamic strategic account plans to grow existing business, identify prime new opportunities, and consistently exceed quarterly and annual objectives and key results.
What We’re Looking For:
- 15+ years of quota-carrying enterprise software/SaaS sales experience, with a minimum of 5+ years directly selling into the Federal Civilian vertical.
- Documented successful track record in overachieving assigned enterprise targets and closing massive, multi-year contracts within the Federal vertical.
- A successful track record of providing executive-level impact, driving transformation conversations with agency CIOs, CDOs, and SES leadership.
- Deep expertise in federal procurement processes, acquisition strategies, and federal funding cycles.
- Strong fluency in federal government security standards and policies (e.g., FedRAMP, FISMA, ATO processes).
- Extensive prior experience in building highly productive relationships and go-to-market strategies with Tier 1 federal contractors and Global System Integrators.
- Prior experience in leading and strategically responding to major federal government RFIs and RFPs.
- Located in the DMV (Washington D.C., Maryland, Virginia) area.
Our Team’s Favorite Perks and Benefits:
- Quarterly in-person gatherings for high-impact team building activities and strategic alignment.
- Federal-specific training and executive enablement programs to continuously hone your enterprise skills.
- New office-space in Reston, VA as well as Washington, D.C.
- Extended winter break via the New Year Recharge in early January.