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 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 6000 people across the globe who think that’s work worth doing.
Senior Principal Analyst, Global Strategic Accounts
About The Role
The Executive Advisor is responsible to be the best in the company in their craft as an executive sales overlay. This includes but is not limited to creating and executing strategies to execute large and complex strategic deals, developing creative positioning and value realization, structuring commercial proposals, account planning support, leveraging internal and external networks to ensure deal closure on accelerated timelines, and more.
The role is responsible for developing close and strong relationships across Qualtrics executive leadership as well as all regional sales leaders across NA, EMEA, APJ, and LAC. The Executive Advisor will be an expert in the vision setting, pitch, product, competitive, and contractual aspects of Qualtrics’ business and able to articulate value and structure complex, multi-product agreements to enable the right deal to be presented to the customer.
The role also participates in Qualtrics’ overall transformation effort to establish the best Enterprise salesforce in the industry by helping to scale thought leadership, content, and education across teams.
Responsibilities
- Get your hands dirty playing every position in the sales cycle - from partnering closely with the Account Executive, to leading negotiations, to leaning-in as an executive sponsor. This role requires confidence and competence at all levels.
- Defining, creating, scaling & training on a “big deal motion” to help up-level the number of $7-figure deals in the APJ region and competitive win rate %.
- Consultative selling and in-depth executive engagement on value positioning, differentiation, strategy, customer stories, etc.
- Architect creative commercial structures, pricing, negotiation strategy, amounts, inclusions, exceptions, etc.
- Partner with teams across Qualtrics to create compelling content, scale GSE thought-knowledge into the field, etc. Create content and positioning as necessary to support deal success.
- Partner closely with Qualtrics CEO and executive team to drive executive-level introductions, discuss strategy, approve exceptions, etc.
- Partner with Silver Lake & our board on key accounts to drive executive-led sales motions. This includes but is not limited to, account sales strategy, content creation, and coordinating Qualtrics resources engaging with the account.
Qualifications
- Minimum +10 years of Enterprise Software selling experience
- Preferred +3 years experience managing and leading teams
- You have a proven track record of exceeding quotas by +200%; clear demonstration of being a top-performer
- You have experience owning/closing 7 figure deals end to end
- Comfort operating regularly with the C-Suite both internally and externally
- An undeniable passion for winning and creative solutioning
- Bachelor's degree
- You are able to travel when necessary (50%)
- Must be willing to relocate to the APJ region by Q3 2024 for a 2-year period.
