JOB DESCRIPTION

Job Title: Strategic Services Account Executive Location: Field US Openings: 2 Positions Function: Strategic Services Position Type: Full-Time Position Level: Mid-level Travel Requirements: Some travel required (10-15% post covid)

Xactly Corporation was founded to solve an important challenge: how to help people everywhere connect and unleash their human potential through seamless, perfectly aligned Sales Performance Management. Xactly's comprehensive Sales Performance Management (SPM) suite leverages data from a sales performance AI platform to provide timely insights across the entire SPM value chain, from sales planning to execution, including compensation to optimization. Xactly takes Sales Performance Management from a dark art to a science, providing decision-makers with the data insights they need to tap the motivational power of their incentive compensation. With access to predictive analytics and benchmark data, enterprises can now optimize territories, design the right compensation and incentive plans and accelerate attainment and optimization of sales performance.

THE OPPORTUNITY

As the Strategic Services Account Executive at Xactly Corporation, you will join our growing services team and be responsible for contributing to our broader growth plans. We are seeking an experienced, energetic, motivated, and articulate team player who is passionate about sales and excited to spread the Xactly love.

Not only do we offer strong growth opportunities for strong performers, but we also have a top-notch culture, benefits (check them out below), and more. Our strong C.A.R.E. values - customer success, accountability, respect & excellence - guide our every move, allowing us to be a leader in the incentive compensation & performance management market. We set the example with excellent customer experience and deliver an award-winning SaaS (Software-as-a-Service) product! At Xactly, we believe everyone has a unique story to tell, and these small differences between us have a big impact. When bright, diverse minds come together, we're challenged to think different ways, generate creative ideas, be more innovative, and take on new perspectives. Our customers come from different cultures and walks of life all around the world, and we believe our teams should reflect that to build strong and lasting relationships.

THE TEAM

Xactly's Professional Services team is a mix of former consultants, compensation experts, and sales professionals. The team comes from a plethora of industries including SaaS, consulting, financial services and management consulting. They're a group of driven, highly motivated, self- starters who have the ability to adapt quickly and thrive in a fluid start-up culture. They are fast learners, turned compensation consultants with the business-savvy to execute complex projects in all client verticals while having some fun along the way! More specifically, this role will be part of the Strategic Services team within Professional Services.

THE SKILL SET:

• 3-7 years of quota carrying sales experience (services sales experience scoping and selling both fixed fee and T&M projects a big plus!)
• Proven record of sales success throughout sales career
• Working knowledge of Sales Compensation Plan Design, Territory Optimization, and Incentive Compensation Administration; strong desire to become an industry recognized leader in these areas
• Excellent negotiation skills and creative problem solving to craft value add deals
• Exceptional communication skills & professionalism
• Executive presence and ability to sell to the VP & C-Level
• Must be able to thrive and adapt to change in a very fast-paced environment
• Proactive territory management & prospecting
• A continuous learner of sales, marketing, and analytics
• High energy and a positive attitude
• Prospects qualify and generate sales within the company's established clientele and internal client facing teams.
• Bachelor's degree or equivalent experience preferred

Responsibilities:

• Educate both the internal Xactly teams (Sales, CSM, Success, PS, i.e., "Sell to the Sellers") and the external market (Sell Direct) about the value of Strategic Services offering as a way to enhance the value of their technology investments, primarily targeting C-Suite executives
• Demonstrate our services and solutions with tailored messages for multiple executives within an account
• Report sales activity and forecast to services management
• Take control of fast-moving sales cycles in a team selling environment

WITHIN ONE MONTH, YOU'LL

• Get your bearings and begin to build a strong foundation, upon which to grow
• Build relationships with internal business partners including Sales and Success managers
• Gain a strong understanding of Sales Performance Management space and the business challenges Xactly solves
• Understand and be able to independently execute and deliver the Strategic Services selling methodology and messaging

WITHIN THREE MONTHS, YOU'LL

• Be an expert with the Xactly selling process to prospects and existing customers, develop and execute on a plan to be deeply integrated into that process
• Evangelize the Strategic Services practice internally to the various client facing teams
• Start planning what selling tools and materials will be needed to address the different segments (prospect, client, SMB, Commercial, Enterprise, Industry) we deliver projects for and the different channels that we get leads from (Account Executives, Customer Account Managers, Customer Success Managers, Professional Services Team)

WITHIN SIX MONTHS, YOU'LL

• Revamp selling material, collateral, and messaging around our service offerings
• Bring ideas to the team of potential new service offerings, bundles, deals, pricing strategy, etc.

WITHIN TWELVE MONTHS, YOU'LL

• Be seen as a well-versed, "go-to" trusted business-advisor and expert, making a significant positive impact company-wide
• Work towards industry recognition as an expert through social media and various self marketing activities; blog, posts, conference speaking, webinars, etc.
• Look to grow the business and add incremental team members to identify and sell opportunities

Is this role not an exact fit for you? Keep an eye on our Careers Page for other positions!

• Flexible Time Off (FTO)
• Comprehensive Insurance Coverage (including pet insurance!)
• Tuition Reimbursement
• XactlyFit Gym/Fitness Program Reimbursement
• Kitchen Stocked Daily with Tasty Snacks, Fruit, and Drinks
• Access to Corporate Discounts
• Up to (3) Days Paid Leave to Participate in Community & Volunteer Opportunities
• End of Month Surprises, Contests, BBQs, Parties & Reward Vacations
• 401(k) Retirement Savings Plan & Employer Match
• Periodic Massages
• Generous Employee Referral Program
• Relocation Assistance through Preferred Partner
• Full access to Grokker, our health engagement and employee wellbeing platform

THE XACTLY STORY

Xactly is a leading provider of enterprise-class, cloud-based, incentive compensation solutions for employee and sales performance management. We achieve this by following our vision: Unleashing human potential to maximize company performance. We address a critical business need: to incentivize employees and align their behaviors with company goals. Our solutions allow organizations to make better strategic decisions, optimize behaviors, increase sales and employee performance, improve margins, increase operational efficiencies, mitigate risk, design better incentive compensation plans, and reduce error rates in incentive compensation calculations. Our core values of Customer Focus | Accountability | Respect | Excellence are key to our success, and each day we're committed to upholding them by delivering the best we can to our customers.

We were the first 100% cloud-based, multi-tenant provider focusing solely on the incentive compensation and employee and sales performance management market, and we achieved our leadership position through domain expertise and innovative technology. We deliver our solutions through a Software-as-a-Service (SaaS) business model.

Xactly is proud to be an Equal Opportunity Employer. Xactly provides equal employment opportunities to all employees and applicants without regard to race, color, religion, sex, age, national origin, disability, veteran status, pregnancy, sexual orientation, or any other characteristic protected by law. This means we believe in celebrating diversity and creating an inclusive workplace environment, where everyone feels valued, heard, and has a sense of belonging. By doing this, everyone in the Xactly family has the power to make a difference and unleash their full potential. We do not accept resumes from agencies, headhunters, or other suppliers who have not signed a formal agreement with us.

Xactly delivers a scalable, cloud-based enterprise platform for planning and incentivizing sales organizations, including sales quota and territory planning, and predictive analytics. Using this powerful sales performance management (SPM) portfolio, customers mitigate risk, accelerate sales performance, and increase business agility.