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Federal Enterprise Account Executive - Department of Veterans Affairs (VA) Account
About the position The Qualtrics Federal sales team is dedicated to closing experience gaps across U.S. Federal organizations. The Department of Veterans Affairs (VA) Federal Enterprise Account Executive will serve as the VA Account Executive, responsible for all sales efforts within the assigned territory. This includes prospect identification, lead generation, solution calls, advancing the sales cycle, proposal development, contract negotiation, forecasting, and deal closure. The primary focus is on driving incremental revenue for Federal product lines and buyer personas. The overarching objective is to drive company revenue growth through net new customer acquisition and strategic expansion across the current customer base within the VA. Responsibilities • Serve as the VA Account Executive to pursue all sales efforts within the assigned territory. • Identify prospects and generate leads. • Conduct solution calls and advance the sales cycle. • Develop proposals and negotiate contracts. • Manage forecasting and ensure deal closure. • Drive incremental revenue for Federal product lines and buyer personas. • Drive company revenue growth through net new customer acquisition and strategic expansion across the current customer base within the VA. • Collaborate to lead the VA deal team. • Develop a territory plan and specific account plans to drive usage of the Qualtrics platform across the VA and its administrations (e.g., VHA, VBA, NCA). • Become a trusted advisor to a variety of buyers in the Federal Healthcare vertical. • Closely engage with clients at all points of the sales cycle—from prospecting, product demonstrations, and onsite presentations to contracting and closing. • Drive net new revenue growth through new logo acquisition and expansion of current accounts. • Meet quarterly and annual sales targets. • Act as a thought leader and customer advocate with partners to elevate the adoption of experience management (XM). • Work closely with Qualtrics ecosystem resources and partners to identify and develop new strategic opportunities. Requirements • 10+ years of experience specifically managing accounts or selling into the Healthcare/VA space. • Successful track record of achieving assigned targets within the Federal vertical. • Successful track record providing executive-level impact to clients and partners. • Well-versed in Federal procurement processes and regulations. • Well-versed in Federal government security standards and policies (FedRAMP, HIPAA, etc.). • Prior experience in building relationships with relevant Federal Healthcare contractors and GSIs. • Prior experience responding to and winning competitive RFx solicitations. • Experience using enterprise sales processes such as MEDDICC. • Ability to learn and understand product solutions and features with excellent verbal and written communication skills. • Strong quantitative, analytical, and conflict resolution abilities. • Willingness to travel and be client-facing 50% of the time (approximate travel time dependent on team and to be confirmed by Hiring Manager). • Based out of the Washington D.C., Maryland, Northern-Virginia (DMV) area. Nice-to-haves • Existing relationships within the VA territory (VHA, VBA, NCA) preferred. Benefits • Quarterly in-person team activities. • Federal-specific training and focused sales enablement sessions to support individual success and career growth. • Team celebrations to recognize shared success. • Annual company gatherings in Salt Lake City/Seattle (X4) and Las Vegas (Sales Kick Off). • Medical, dental, vision, life and disability insurance. • 401(k) with match. • Paid time off. • A wellness reimbursement. • Mental health benefits. • An experience bonus. • Sign-on bonus. • Restricted stock units.
