Qualtrics

Head of Sales - Greater China

Hong KongFull-TimeLeadCustomer Acquisition

Skills

Mentoring Ownership

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How You’ll Find Success

Relationship Building: Master stakeholder mapping to cultivate relationships with multiple contacts within an account, ensuring lasting partnerships.
Negotiation Skills: Navigate negotiations with professionalism, understanding the art of give-and-take.
Multi-Selling Approach: Drive engagement with various business stakeholders in parallel to create multifaceted selling opportunities.
Empathetic Competitiveness: While being competitive, possess the ability to empathize and understand others’ perspectives.
Entrepreneurial Mindset: Take initiative to grasp the expected outcomes and context, working independently to drive results.
Effective Communication: Influence effectively at all levels, creating trust and collaboration within the team.

How You’ll Grow

By joining Qualtrics, you become part of a team that dares to pursue groundbreaking experiences.
Our mission is to build technology that positively impacts businesses and makes them more human.
As a member of our global sales organization, you will take ownership of a dedicated team. Your responsibilities will include developing a robust team strategy designed to drive demand and revenue.
We encourage big-picture thinking and foster an environment that embraces innovation and creativity. You will build relationships with multiple decision makers in an account and educate them on the value of Qualtrics.

Things You’ll Do

Lead a team of Account Executives and Enterprise sellers.
Coaching direct reports in sales strategy, pipeline management, opportunity management, and career planning/development. Operating rhythm is a critical success factor for this role.
Operating rhythm is a critical success factor for this role.
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 systematic 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 complex 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
Demonstrate experience successfully managing through change in a fast-growing environment.
Entrepreneurial approach to effectively managing a business.
Operating rhythm is a critical success factor for this role.

What We’re Looking For On Your Resume

A validated winner that has led teams to breakthrough results
At least 8-10 years of individual enterprise-level sales experience
3+ years managing a sales team to achieve great results
SaaS selling experience
Record of over-exceeding quarterly team quotas through metric based skill development and internal team management
Experience and understanding of working on complex contract negotiations
Experience using MEDDPICC sales processes, or similar
Experience using Salesforce.com and measuring system compliance
Fluency in English
You are open to travel up to once/twice a month

What You Should Know About This Team

We work with a team of highly motivated, ambitious individuals. Keeping that energy and spirit alive is critical, while balancing an expectation of meritocracy as it pertains to performance management.
Our customer satisfaction rate is incredibly high and a point of pride for our teams. Identifying ways to continue to delight stakeholders is key.
Creating space and encouraging/ expecting innovation to come from different areas of the team is critical to our team’s and company’s growth and success.
The day-to-day in this role is dynamic and fast paced - the ability to prioritize and focus is critical to success

Our Team’s Favorite Perks and Benefits

Qualtrics Experience Program - A bonus each year for an experience of your choosing
Worldwide and diverse community that enjoys helping each other
At Qualtrics we are constantly working to create an environment where everyone feels safe and comfortable coming to work and can, as a result of our culture, make their best possible contribution to our team