Job Description
OverviewMedallia is the pioneer and market leader in Experience Management. Our award-winning SaaS platform, Medallia Experience Cloud, leads the market in the understanding and management of experience for candidates, customers, employees, patients, citizens and residents.
We are more than a software company. We want to be known as a company that does the right thing, no matter the challenge or controversy. We are committed to creating a culture that values every person and every experience. Individual life experiences shape the way we interact with the world, which is why we encourage people to bring their whole selves to work each day. The strength of our global workforce is the most significant contributor to our success.
We believe: Every Experience Matters. Talent is Everywhere. All Belong Here.
At Medallia, we hire the whole person.
The Role
As part of Medallia’s Emerging Market Sales Team, you will be responsible for the sale of Medallia's Products into a defined account list.
Emerging Market Sales is one of the fastest growing division at Medallia! You will manage every opportunity from prospecting to discovery, conducting product demonstrations through to final negotiations.
Responsibilities - Generate net new business and expansion of presence in emerging accounts (accounts are $10k-150k in ACV)
- Balance between heavy pipeline generation, outbound prospecting, and running tight sales cycles from start to finish
- Collaborate with customers & prospects to clearly define current challenges and pain related to achieving overall business objectives
- Perform sales presentations/demonstrations to match Medallia's solutions and value proposition with identified business needs
- Accurately forecast quarterly and monthly sales by possessing a full understanding of customers’ specific decision-making and purchasing process
- Collaborating closely with Medallia ecosystem (Pre-Sales, Professional Services and Legal teams)
QualificationsMinimum Qualifications
- Minimum of 2 years software or technology sales experience in the SMB or Commercial space
- Proven top performer (consistently exceeds targets)
Preferred Qualifications
- Prior Experience in a BDR or SDR role, prospecting into SMB or Commercial accounts preferred
- Demonstrated experience selling complex business applications/technology solutions at the C-Suite level
- Strong executive presence and presentation experience (both in-person and over video calls)
- A sound understanding of the sales processes and associated best practices (MEDDICC, Challenger, etc.)
- Prior work experience and knowledge of solution-selling strategies and business value selling
- Proven time and account management skills, as well as excellent verbal, listening and written communication skills
At Medallia, we celebrate diversity and recognize the value it brings to our customers and employees. Medallia is proud to be an equal opportunity workplace and is an affirmative action employer. All qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin, genetic information, disability, veteran status, or any other applicable status protected by state or local law. Individuals with a disability who need an accommodation to apply please contact us at ApplicantAccessibility@medallia.com. For information regarding how Medallia collects and uses personal information, please review our Privacy Policies.
