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Job Description

English follows Japanese (このポジションは英語力不問です)

クアルトリクスはエクスペリエンスマネジメント(XM)という新分野のパイオニアとして業界をリードしています。顧客体験(CX)、従業員体験(EX)、ブランド体験(BX)と多様なユーザー体験向上を支援するプラットフォームを提供しています。企業(教育機関や行政機関含む)に関わる、あらゆる人の声や感情・経験データを収集し、リアルタイムに可視化分析することで、最も効果的なアクションの策定を導き出す事が可能です。世界中の大企業18,000社超に、継続して人々に愛されるプロダクトの提供や、より多くのロイヤルカスタマーの獲得、素晴らしい従業員文化の創造、あるいはアイコンとなるブランドを創るために当プラットフォームを利用いただいております。顧客の中にはフォーチュン100企業の90%以上、米国のトップ100ビジネススクールの99校が含まれます。

エンタープライズアカウントエグゼクティブ - 日本(大手企業担当外勤営業職)

【ポジションの背景】

Qualtricsは、日本市場で新規ビジネスを開拓できる積極的で協働的なエンタープライズセールスを求めています。私たちは世界をリードする企業が体験を改善するのを支援しています。Qualtricsのソリューションは、クライアントと従業員の全体的な体験を360°で把握し、何が最も重要かを発見し、リアルタイムで行動を起こせるようにします。このポジションでは、国内の主要アカウントを担当し、新規顧客獲得と既存顧客の拡大を通じて会社の収益成長を推進することが主な目的です。セールス目標を達成するために協働し、クライアントに対して高水準の誠実さ、品質、顧客サービスを提供します。

【この職種でご活躍するためのスキル】


リレーションシップ構築:
ステークホルダーマッピングを極め、アカウント内で複数の連絡先と関係を築き、長期的なパートナーシップを確立する。


交渉力:
プロフェッショナルに交渉を進め、与えることと受け取ることのバランスを理解する。


マルチセリングアプローチ:
複数のビジネスステークホルダーと並行して関与し、多面的な販売機会を創出する。


共感する心、競争心:
競争心を持ちながらも他者の視点を理解し共感する能力を持つ。


起業家的マインドセット:
期待される成果と文脈を把握し、自主的に行動して結果を出す。


コミュニケーション力:
あらゆるレベルで影響力を発揮し、チーム内で信頼と協働を生む。

【成長の機会】


戦略的パートナーへ:
経営層との強い関係を築き、Qualtricsの全社的成功に貢献する。


持続的なインパクト:
Qualtrics社員の働き方の未来を形作り、ポジティブな変化の遺産を残す。

【仕事内容】

エンタープライズクライアントの獲得、交渉、Qualtrics XMプラットフォームの販売(マーケティング、リサーチ、HRの意思決定者向け)。
潜在顧客に対して、状況に適したソリューションの選択肢を導き、機能とベネフィットがどのようにニーズに合致するかを示す。
Qualtricsとクライアント/見込み企業の経営層との関係を確立・管理する。
様々な部門・レベルの顧客や見込み客に対する営業プレゼンテーションを行う。
製品の用途、利点、競合優位性、ビジネス条件について説明する。
販売成立のための技術的フォローアップを促進する。
ターゲットアカウントセリング(プロスペクティング/リードジェネレーション、見込みの評価とスコープ策定、クロージング戦略、交渉など)。
Qualtricsのマーケティングチームと連携し、需要創出キャンペーンを企画・実行する。
契約交渉に調整・積極的に参加する。
業界会議や協会の会合でQualtricsを代表する。
トレードショーやキャンペーンからのリードをマーケティングと連携して対応する。
セールスプロセス管理、Qualtricsのソリューションに関する深い知識の維持。
競合環境をリアルタイムに理解し、勝利につながる提案や価格設定の支援を行う。
クォータ達成またはそれ以上を目指す。
セールスプランニング状況会議に参加する。

【応募要件(必須項目・歓迎項目)】

高校卒業以上
エンタープライズアカウント向け営業経験5年以上
このジョブディスクリプションを理解できる方
高い競争心、強い勤勉さ(ワークエシック)
コールドコールの経験
Salesforce.comの使用経験
SaaSサブスクリプション営業経験
MarTechまたはHR Techの経験があると尚可

【Qualtricsチームについて】

Qualtricsのグローバルセールスチームは、顧客の"体験"に対するアプローチを変えることに注力しています。Forresterのレポートによれば、Qualtricsを導入した企業は674%の投資収益率(ROI)を生み出しています。支持できるソリューションです。

アカウントエグゼクティブとして、あなたは戦略的で関係構築に基づく販売を通じて新規収益に注力します。最も成功している営業担当者は、クォータを上回る実績を持ち、クライアントの信頼できるアドバイザーとして行動し、チームの情熱的なメンバーです。Qualtricsプラットフォームは多用途で、あらゆる意思決定者に価値を提供します。戦略的で分析的なセールスプロセスを好み、さまざまな業界・部門・買い手と仕事をすることが好きな方にとって、Qualtrics XMの販売は常に学びと成長の機会を提供します。私たちは課題を歓迎し、それを成長と前向きな変化の機会と捉えます。変化の傍観者ではなく、自らそれを起こし推進するのです。

【福利厚生】

ベース給与、インセンティブ、充実した福利厚生を含む総合的な報酬パッケージ。Qualtricsの成功を社員と分かち合うことを重視しています。

医療保険制度:
医療および追加補償を含むトップレベルのカバレッジ。


年次エクスペリエンスボーナス:
社員に素晴らしい体験を提供したく、その費用に充ててください。

四半期ごとのウェルネス手当:身体的・精神的健康を支える充実した補助プログラム。

日本オフィスでの昼食手当。オフィス内のキッチンにはスナックや飲み物などが充実しており、無償で提供しております。

Qualtricsのハイブリッドワークモデル:
ハイブリッド勤務はシンプルです。出社は週3日:月曜、水曜、木曜の3日間。これらの意図的な対面日は、コラボレーションとイノベーションを最大化するため。設計されたオフィスで最高の仕事をするのに役立ちます。残りの日は自由に場所を選んで働き、仕事と生活を自分で自由に管理してください。

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.

But we are more than a platform—we are the creators and stewards of the Experience Management category serving over 18K 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.

When you join one of our teams, you'll be part of a nimble group that's empowered to set aggressive goals and move fast to achieve them.

Strategic risks are encouraged and complex problems are solved together, by passing the mic and iterating until the best solution comes to light.

You won't have to look to find growth opportunities—ready or not, 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.

Enterprise Account Executive - Japan

Why We Have This Role

Qualtrics is on the lookout for a proactive, collaborative Enterprise seller that can help us target new business in Japan.

We're helping the world's leading companies improve experiences.

Our solutions allow our clients to have a 360° view of the entire experience enabling them to uncover what matters most to clients and employees with the ability to take action in real time.

In this role, you will be working with top 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.

This person will 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

Become a Strategic Partner:
Build strong relationships with senior leadership and contribute to Qualtrics' overall success.

Make a Lasting Impact:
Leave a legacy of positive change, shaping the future of work for Qualtrics employees worldwide.

Things You'll Do

Acquiring Enterprise clients, negotiating, and selling the Qualtrics XM platform to marketing, research, and HR executives.
Leading potential clients to an understanding of the options or solutions that are applicable to their situation, demonstrating how features and benefits match their needs
You will establish, handle, and manage relationships between Qualtrics and senior executives of the client and prospect companies
Make sales presentations to customers and prospects at all levels and in a variety of departments across the mid market space within a prescribed territory
Address product uses, benefits, competitive advantages and business terms
Facilitate technical follow-up to close sale
Target account selling (prospecting/lead generation, qualification and scoping, closing strategies, negotiations, etc.)
In collaboration with Qualtrics' marketing team, develop and execute demand generation campaigns
Coordinate and actively participate in contract negotiations
Act as representative of Qualtrics at industry conferences and association meetings
Partner with Marketing on leads from trade shows and campaigns, sales process management, develop and maintain in-depth knowledge of Qualtrics' solution offerings
Maintain a real-time understanding of the competitive landscape to assist in figuring out win-based proposals and pricing
Meet or exceed quota expectations
Participate in sales planning status meetings

What We're Looking For On Your CV

Bachelor's Degree or higher
5+years of sales experience selling into Enterprise level accounts
Native proficiency in Japanese and business level proficiency in English
Highly Competitive
Strong work ethic
Experience with cold calling
Experience using
SaaS subscription sales experience
Experience in MarTech or HR Tech is highly desirable

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. Now that's a solution you can get behind.
As an Account Executive, 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 always 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

A comprehensive total rewards package consisting of base, incentives and generous benefits. We believe in sharing Qualtrics success which is part of the compensation for all employees.
Private health insurance - top of the range coverage for medical and extras benefits.
Annual Experience Bonus - we want to facilitate some great experiences for our employees. Put this bonus towards an experience you've always wanted to have
Quarterly Wellness Stipend - we take care of your physical and mental wellbeing with a fantastic reimbursement program.
Lunch allowance in our Japan office. We also have a well-stocked kitchen full of snacks, drinks and other goodies.

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.

Not finding a role that's the right fit for now? Qualtrics Insiders is the one-stop shop for all things Qualtrics Life.

Sign up for exclusive access to content created with you in mind and get the scoop on what we have going on at Qualtrics - upcoming events, behind the scenes stories from the team, interview tips, hot jobs, and more.

No spam - we promise You'll hear from us two times a month max with fresh, totally tailored info - so be sure to stay connected as you explore your best role and company fit.

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