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Commercial Sales Manager - Japan



Sales & Business Development
Tokyo, Japan
Posted on Tuesday, June 4, 2024

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 18,000 clients globally. Building a category takes grit, determination, and an appreciation for the unconventional—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 ambitious goals and move fast to achieve them. Strategic risks are encouraged, and complex problems are solved by collaborating and iterating until the best solution comes to light. You won’t have to look to find growth opportunities— 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 5,000 people across the globe who think that’s work worth doing.

Commercial Sales Manager - Japan

Why We Have This Role

Our Commercial Account Executive team is a group of highly driven individuals dedicated to closing experience gaps. Our SaaS platform is used to help a large number of organizations in the world drive action with pre-built experience management (XM) programs and projects that anyone can use.

How You’ll Find Success

  • Takes initiative
  • Understands the expected outcome, gets the context, and then works entrepreneurially to get it done.
  • Highly communicative and influences effectively, creating trust at the team level.
  • Strong track record of exceeding quota.
  • Ability to acquire clients
  • Strong negotiating skills
  • Ability to sell a complex platform: Qualtrics Experience Management platform to large, strategic accounts

How You’ll Grow

  • Structured promotion process/auto promotion process
  • Career Action Planning with Manager
  • Internal mobility opportunities

Things You’ll Do

  • Build and implement annual category plans to drive the strategic management of all travel and event related spend at Qualtrics
  • Develop relationships with senior Qualtrics business stakeholders to maximize
  • Lead a team of 6-8 Commercial Account Executives.
  • Coaching direct reports in sales strategy, pipeline management, opportunity management, and career planning/development.
  • 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 systemic 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 sales 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 commercial sales engagements
  • Be part of Japan’s senior management member to team up to grow Japanese Market

What We’re Looking For On Your Resume

  • A validated winner that has led teams to breakthrough results
  • A bachelor’s degree or higher is required
  • At least 6-8 years of individual with field sales experience
  • At least two years managing an field sales team
  • Ability to travel up to 50%
  • Experience using MEDDIC sales processes
  • Experience using and measuring system compliance
  • Experience over-exceeding quarterly team quotas through metric-based skill development and
  • internal team management
  • Experience working on complex contract negotiations
  • Native level Japanese language skills, and business or above English proficiency

What You Should Know About This Team

  • Our Commercial Sales team has grown to respond to strong client demand for the Qualtrics Insight Platform. This growth has resulted in the need for an exceptional leader with a track record of attracting, developing, and motivating an elite team of commercial SaaS sales professionals.
  • Our team is a group of highly driven individuals who are intelligent, organized, and dedicated. We work together to accomplish and surpass quarterly and annual objectives. We are a goal-oriented team that works hard and enjoys the incredible trajectory that Qualtrics provides. Our overarching objective is to drive company revenue growth through client success.

Our Team’s Favorite Perks and Benefits

  • Salary + Uncapped Commissions and Accelerators
  • 100% Performance based promotions -- not politics or tenure
  • Quarterly team activities, winter and summer parties, and lots of Qualtrics swag
  • We offer health insurance and pension coverage, commute allowance, Japanese 401K program, an annual experience bonus, a wellness stipend to allow you to focus on yourself each quarter, and much more
  • The annual Qualtrics Experience Bonus can be used for an experience of your choosing. Some team members have chosen to use the bonus for vacations, concert or event tickets, or home improvement projects.

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 organizational leader. These purposeful in-person days in thoughtfully designed offices 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 meaning that 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, to perform essential job functions, and/or to receive other benefits and privileges of employment, please let your Qualtrics contact/recruiter know.

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