ENTERPRISE ACCOUNT EXECUTIVE - ITALY

Enterprise Account Executive – Italy

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. We are the creators and stewards of the Experience Management category serving over 18,000 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.

Why We Have This Role

Qualtrics is looking for a proactive, collaborative seller to lead and own the strategy for selling Experience Management (XM) SaaS within the largest accounts in the Italian market. You’ll help the world’s leading companies improve experiences by providing a 360° view of the entire experience, enabling clients to uncover what matters most and take action in real time. In this Enterprise Sales role you will work with accounts in the region, with an overarching objective to drive company revenue growth through net‑new customer acquisition and expansion in our current customer base. You’ll work collaboratively to meet sales goals and deliver the highest standard of integrity, quality and customer service to our clients.

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 empathise 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 revolutionary team committed to shaping groundbreaking experiences.
• You will help us expand the XM category beyond where it is today with more advanced use cases and pioneering advancements in AI.
• Our mission is to build technology that positively impacts businesses and makes them more human.
• As a member of our global sales organisation, you will take ownership of a dedicated territory and develop robust strategies designed to drive demand and revenue.
• We foster an environment that encourages big‑picture thinking, innovation and creativity, enabling you to build relationships with multiple decision‑makers and articulate the unique value proposition of Qualtrics.

Things You’ll Do

• Focus on acquiring new business and sell the Qualtrics Platform to key accounts.
• Develop comprehensive account plans, from power maps to demand generation and closing strategies.
• Manage relationships between Qualtrics and senior executives of both client and prospect companies.
• Strategise internally with SDRs, solutions consultants, partners and others to create demand and drive senior engagement in accounts.
• Gain a thorough understanding of prospects’ business issues and industry challenges to craft tailored solutions.
• Build compelling business cases that demonstrate clear ROI and value for clients.
• Maintain a real‑time understanding of Qualtrics’ offerings and the competitive landscape to provide win‑based proposals and pricing strategies.

What We’re Looking For On Your CV

• Significant experience selling SaaS solutions, with a track record of discussing strategic business issues at Director and C‑level in large enterprise accounts.
• Strong track record in achieving and exceeding sales quotas.
• Experience closing 6‑figure deals; closing 7‑figure deals is a bonus.
• Ability to be creative in driving engagement with new contacts within an account.
• Fluency in English and Italian.
• Passion for educating potential clients on solutions relevant to their situation and helping them understand how the software can drive a return on investment.
• Leverage your network in the market to generate interest in Qualtrics solutions.
• Desire to manage a territory like running your own consultancy.
• Engage with clients at all points of the sales cycle—from prospecting and acquiring clients, through demoing the product, to negotiating and closing, and beyond.
• Agility to adapt, pivot and change your approach based on the needs of your business.
• Partner well with internal teams and bring together internal resources to enable successful closure of deals.

What You Should Know About This Team

• Qualtrics global sales team is dedicated to changing the way our customers focus on experiences. Forrester reports that companies generate a 674% return on investment when using Qualtrics.
• As an Enterprise Sales professional, you will focus on new revenue through strategic, relationship‑based selling. Our most successful sales employees have a track record of exceeding quotas, acting as trusted advisors to clients and being passionate teammates.
• The Qualtrics platform is versatile, adding value to a limitless array of decision makers. If you love a strategic, analytics sales process working with a variety of industries, departments and buyers, selling Qualtrics XM will keep you learning and growing.
• Challenges excite us, as we view them as opportunities for growth and positive transformation.
• We are not merely observers of change; we actively initiate and drive it.

Our Team’s Favourite 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.

The Qualtrics Hybrid Work Model

Our hybrid work model is elegantly simple: we all gather in the office three days a week; Mondays and Thursdays, plus one day selected by your line manager. These purposeful in‑person days help us do our best work and harness the power of collaboration and innovation. For the rest of the week, work where you want, owning the integration of work and life.

Qualtrics is an equal‑opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any other protected characteristic.

Applicants in the United States of America have rights under Federal Employment Laws: Family & Medical Leave Act, Equal Opportunity Employment, Employee Polygraph Protection Act.

Qualtrics is committed to the inclusion of all qualified individuals. As part of this commitment, Qualtrics will ensure that persons with disabilities are provided with reasonable accommodations. If reasonable accommodation is needed to participate in the job application or interview process, or to perform essential job functions and/or to receive other benefits and privileges of employment, please let your Qualtrics contact/recruiter know.