Enterprise Account Executive - DACH

Qualtrics, a global leader in Experience Management software, is seeking a driven Enterprise Account Executive to join their team. This role focuses on expanding Qualtrics' footprint within the DACH (Germany, Austria, and Switzerland) region by acquiring new enterprise clients and deepening relationships with existing ones. Responsibilities will revolve around understanding complex business challenges and presenting tailored software solutions that drive tangible return on investment.

About the role

As an Enterprise Account Executive, you will be at the forefront of Qualtrics' growth strategy in a key European market. This position requires a strategic thinker and a skilled relationship builder who can navigate the intricacies of large enterprise accounts. You will be responsible for the entire sales cycle, from identifying and engaging potential clients to negotiating and closing substantial deals. This involves developing sophisticated account plans, understanding the landscape of your prospects' businesses and industries, and crafting compelling proposals that highlight the unique value Qualtrics offers.

Your day-to-day will involve:

• **New Business Acquisition:** Proactively identify and pursue new enterprise clients within the DACH region who can benefit from Qualtrics' Experience Management solutions.
• **Strategic Account Management:** Cultivate and manage relationships with senior executives at both prospective and existing client organisations, establishing yourself as a trusted advisor.
• **Demand Generation:** Collaborate closely with internal teams, including Sales Development Representatives (SDRs) and Solutions Consultants, to orchestrate strategies that generate demand and drive meaningful engagement within target accounts.
• **Solution Crafting:** Deeply understand the business issues and industry-specific challenges faced by prospects to develop and articulate tailored solutions using the Qualtrics platform.
• **Value Demonstration:** Build powerful business cases that clearly articulate the return on investment (ROI) and overall value proposition of Qualtrics' offerings.
• **Market Awareness:** Maintain up-to-date knowledge of Qualtrics' product suite and the competitive landscape to develop winning proposals and effective pricing strategies.

What they're looking for

Qualtrics is seeking an individual with a proven track record in enterprise software sales and a deep understanding of strategic business discussions at the director and C-suite levels. You should possess a nuanced ability to engage effectively with senior leadership, having demonstrated success in building connections at the highest echelons of organisations.

Key requirements for this role include:

• **Extensive SaaS Sales Experience:** Significant demonstrable success in selling Software-as-a-Service (SaaS) solutions to large enterprise clients.
• **Executive Engagement Skills:** A strong history of successfully engaging with and influencing C-level executives.
• **Large Deal Closure:** Proven experience in leading, planning, and closing multi-million Rand (7-figure) deals.
• **Commercial Ownership:** A track record of owning the full commercial aspects of strategic accounts.
• **Quota Achievement:** A consistent record of meeting and exceeding sales quotas.
• **Creative Engagement:** The ability to think creatively and implement strategies to engage new contacts within an account.
• **Language Proficiency:** Fluency in both German and English is essential for effective communication within the DACH region.
• **Client Education Focus:** A passion for educating potential clients about relevant solutions and demonstrating their ROI potential.
• **Network Utilisation:** The capacity to leverage your existing professional network to generate interest in Qualtrics solutions.
• **Territory Management:** An entrepreneurial mindset, viewing your assigned territory as an opportunity to run your own "consultancy."
• **Full Sales Cycle Involvement:** Experience engaging with clients across all stages of the sales cycle, from initial prospecting and demonstrations to negotiation, closing, and post-sale engagement.
• **Adaptability:** The agility to pivot and adapt your approach based on evolving business needs.
• **Collaborative Spirit:** A strong ability to partner effectively with internal teams and mobilise internal resources to ensure successful deal closures.

In South Africa, roles like this within the enterprise SaaS space typically command a competitive compensation package, often including a strong base salary and uncapped commission structure, reflecting the significant responsibility and earning potential. Major technology firms, both local and international with a presence in the country, are common employers for such positions. Career progression typically involves moving into senior sales leadership roles, managing larger territories, or specialising in specific industries or solutions.

• Significant experience selling SaaS solutions, and experience in discussing strategic business issues at Director and C level in Large Enterprise accounts.
• Significant demonstrated success in driving and navigating C-level engagement & connections at the highest level.
• Significant experience in leading, planning and closing 7 figure deals.
• Significant experience in owning the full commercial capacity of Strategic Accounts.
• Strong track record in achieving and exceeding sales quotas.
• Ability to be creative in driving engagement with new contacts within an account.
• Fluency in German and English.
• You are passionate about educating potential clients on solutions relevant to their situation and helping them understand how the software can drive a return on investment for them.
• You can leverage your network in the market to generate interest in Qualtrics solutions.
• You have a desire to manage a territory like running your own consultancy.
• You engage with clients at all points of the sales cycle - from prospecting and acquiring clients, through demoing the Qualtrics product, to negotiating and closing, and beyond.
• You have the agility to adapt, pivot and change your approach based on the needs of your business.
• You partner well with internal teams and bring together internal resources that enable successful closure of deals.