Commercial Sales Director, LATAM (Bilingual) at Medallia

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Medallia’s mission is to help companies win through customer experience. The world’s best-loved brands trust Medallia’s Experience Cloud™, which embeds the pulse of the customer in an organization and empowers employees with the real-time customer data, insights, and tools they need to make every experience great. Named a leader in the most recent Forrester Wave and ranked in the 2018 Forbes Cloud 100 list, Medallia is growing quickly, with a global footprint that spans Silicon Valley, Austin, New York, Washington DC, London, Paris, Sydney, Buenos Aires, Tel Aviv, and Prague. Here, we value people for each of the aspects that make them whole. We believe that people should not be defined only by a job title—nobody is "just an engineer" or "just a salesperson." We are each partners, parents, children, siblings, friends, and former classmates. We have different backgrounds and we celebrate different cultures. And, just like our product, we honor each of the experiences that build our people.
At Medallia we hire the whole person, not just a part of them.
Medallia Sales is a fast-growing, global organization where the best ideas are implemented, no matter where they come from. We are a late stage start-up with a culture focused on continuous learning, true entrepreneurial spirit, and open feedback.
The Role
As part of Medallia’s Commercial Sales Team, you will be responsible for the sale of Medallia's Products into a regional Commercial account list.
Commercial is the fastest growing division at Medallia! You will manage every opportunity from the beginning until close, intro to final negotiation.
Responsibilities
• Generate net new business and expansion of presence in Commercial accounts within your geography patch (accounts are $100m-500mb in revenue)
• 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)
• Up to 30% travel

Required Qualifications

  • Bachelor’s Degree or equivalent work experience
  • Minimum of 3 years proven Commercial SaaS sales experience
  • Proven top performer (consistently exceeds targets)
  • Native or near-native proficiency in Spanish required

Preferred Qualifications

  • Demonstrated experience selling complex business applications/technology solutions at the C-Suite level
  • Working knowledge of Salesforce/CRM, Excel and other productivity tools
  • 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 don’t just accept difference—we celebrate it 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. Equal opportunity and consideration are afforded to all qualified applicants and employees. We won't unlawfully discriminate on the basis of gender identity or expression, race, ethnicity, religion, national origin, age, sex, marital status, physical or mental disability, Veteran status, sexual orientation, and any other category protected by law. We also consider all qualified applicants regardless of criminal histories, consistent with legal requirements.
Medallia is committed to working with and providing reasonable accommodation to applicants with disabilities in accordance with the American Disabilities Act and local disability laws.
For information regarding how Medallia collects and uses personal information, please review our Privacy Policies.

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Technology we use

  • Engineering
  • Sales & Marketing
    • JavaLanguages
    • JavascriptLanguages
    • PHPLanguages
    • PythonLanguages
    • rLanguages
    • ReactLibraries
    • ReduxLibraries
    • ExpressFrameworks
    • LaravelFrameworks
    • Node.jsFrameworks
    • PostgreSQLDatabases
    • SalesforceCRM
    • MarketoLead Gen
    • Oracle EloquaLead Gen
    • Outreach.ioLead Gen
    • DiscoverOrgLead Gen

Location

Austin, TX

An Insider's view of Medallia

What’s the vibe like in the office?

At Medallia, we learn about our strengths and interests, pick up tricks from each other, and become better versions of ourselves - it's a fun evolution to take part in. Think Ravenclaw common room...the Medallia family is friendly, supportive, hilarious, and remarkably competent. If you're in the office, say hello and stay for a game of chess!

Summer

Workplace Services Specialist

What does your typical day look like?

Every day at Medallia presents new opportunities and challenges, so things stay fresh. Typically I grab an iced coffee before I start selling into the world's most recognizable brands; which includes researching the accounts, messaging prospects and meeting with their C-suite. Mix in some ping pong and a great lunch and you've got a typical day!

Jackson

Sales Director

How do you empower your team to be more creative?

For any team to be creative, individuals need to feel totally supported by the organization. Our goal is to spark that creativity and drive to succeed through collaboration and trust. Empowerment happens when you know your team is behind you 100%. We're fortunate to work in an inclusive and diverse company that is fueled by creative drive.

Ben

Regional Director, Mid-Market Sales

How do you collaborate with other teams in the company?

At Medallia I'm able to work closely with colleagues outside of my job function on a daily basis. Whether I'm meeting with Sales or Account Managers on client strategy and goals for success, PMs on product updates, or Business Analysts to gain strategic insights, I'm able to get a fresh perspective and learn from people with different skill sets!

Devon

Customer Success Manager

What are Medallia Perks + Benefits

Medallia Benefits Overview

At Medallia, we couldn’t do what we do without you. That’s why we’re continually looking to enhance the ways we support you, with benefit programs and perks that allow you to bring your whole self to work. Whether it’s caring for your loved ones, having fun with your friends at work, or staying healthy, we want to provide you with the best support for you and your family.

We offer comprehensive health benefits where you select the plans that make sense for you and your family. We have public transit benefits, gym reimbursement, an open PTO plan, volunteer time off, and confidential counseling services to help you with challenges related to work, family, stress, finances and more. For families, we we have policies in place to help with the adjustment to parenthood. When a child joins the family, caregivers can be granted up to 12 weeks of 100% paid parental leave.

Culture
Volunteer in local community
During our annual Global Week of Giving, we have an entire week dedicated to giving back locally. In 2018, we volunteered at Community First! Village in Austin and Dress for Success.
Partners with Nonprofits
In 2019, Medallia joined Pledge 1%, a global movement in which giving back is ingrained into the DNA of companies of all sizes. Medallia is pledging 1% of our employee time and product.
Friends outside of work
Intracompany committees
Medallia has 10 Employee Resource Groups that are voluntary, employee-led groups that foster a diverse, inclusive workplace.
Open door policy
Team owned deliverables
Group brainstorming sessions
Diversity
Documented equal pay policy
Dedicated Diversity/Inclusion Staff
Highly diverse management team
Medallia's executive team is one of the most gender diverse in Tech: https://theorg.com/news/the-23-tech-companies-with-the-most-gender-diverse-executive-teams
Unconscious bias training
Diversity manifesto
Someone's primary function is managing the company’s diversity and inclusion initiatives
Mean gender pay gap below 10%
Diversity Employee Resource Groups
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Wellness Programs
Mental Health Benefits
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Acme Co. provides employees with a 401(k) matching plan managed by Fidelity. We match 50% of contributions up to $4,000 annually.
Company Equity
Employee Stock Purchase Plan
Performance Bonus
Our bonus plans can vary, and include awarding eligible employees with an annual bonus plan, SPIFFs expenses paid vacations and more, depending on targets set by their supervisors and organization.
Match charitable contributions
Medallia is able to offer Employee Resource Group gift matching to eligible non-profits.
Child Care & Parental Leave Benefits
Generous Parental Leave
We provide up to 12 weeks of parental leave for the primary caretaker and 6 weeks of leave for the secondary caretaker.
Flexible Work Schedule
Medallia provides employees with a flexible work schedule that includes flexible start and end times that work for you and your manager.
Remote Work Program
Our remote work program includes a work from anywhere model - we are open to having fully remote employees, as well as employees who enjoy the office, when we do return to physical spaces.
Family Medical Leave
Adoption Assistance
Medallia offers 6 weeks of paid leave.
Return-to-work program post parental leave
Vacation & Time Off Benefits
Generous PTO
Paid Volunteer Time
Paid Holidays
Paid Sick Days
Perks & Discounts
Casual Dress
Commuter Benefits
We offer pre-tax commuter benefits for all employees.
Company Outings
Medallia hosts company outings or celebrations at the office quarterly.
Relocation Assistance
Fitness Subsidies
Gympass allows unlimited access to various gyms and classes at a very reduced price. You can choose between three plans and Medallia will contribute $20/month towards any plan you choose.
Home Office Stipend for Remote Employees
Professional Development Benefits
Job Training & Conferences
Tuition Reimbursement
Diversity Program
Lunch and learns
Cross functional training encouraged
Promote from within
Mentorship program
Customized development tracks

Additional Perks + Benefits

Medallia is a publicly traded company. You can find us listed on the NYSE as MDLA.

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