Partner Sales Manager - Locations

Qualtrics•Washington, DC

1d•Hybrid

About The Position

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. Partner Sales Manager - Locations Why We Have This Role The Partner Sales Manager (PSM) role is essential in driving growth through and with strategic partners in today’s competitive landscape. Responsible for achieving partner sales quotas, PSMs accelerate partner impacted revenue by strategically integrating partners into the sales and GTM process - early and often, whilst collaborating closely with our internal and partner sellers. Supported by our Ecosystem function and regional Centers of Excellence (COEs), PSMs work to develop end-to-end partners capable of sourcing, co-selling, owning the entire deal cycle, delivering and driving renewal. How You’ll Find Success Drive pipeline generation and top of funnel activities with your priority partners. Drive partner impacted revenue and improved partner sourcing and co-selling capabilities with both Advisory and Technology partners. Own partner deal cycle management end to end: manage sales pipeline and sales tracking, forecasting accuracy, pipeline health, deal conversion and targeted account planning. Act as a strategic partner to the sales team: advise on partner selection based on customer needs, jointly progress key opportunities and advise on your local partner landscape. Develop your market/CU partner agnostic strategy building on global partner-level GTM plans and hold the local field teams and partners accountable for achieving this. Adapt and execute on partner GTM plays to ensure partner core offerings align with Qualtrics and land effectively with customers in your local market. Foster a strong team culture centered on meeting the needs of clients, sales, and ecosystem teams. Communicate with clarity and conciseness, tailoring interactions to executive stakeholders to maintain engagement and maximize impact. How You’ll Grow The XM category cuts across several stand-alone areas of professional expertise. In this role you will gain exposure across the entire XM category (customer, employee, and brand experience) as well as access to a diverse set of leadership, cross-functional departments, external executive relationships, and much more. Career Action Planning with Manager Qmobility - across Sales and Partnerships Things You’ll Do Strategic Go-To-Market: Responsible for end-to-end "sell with Partner" activities, driving revenue generation through Partners, and managing the operational sales pipeline and forecast tracking process throughout the cycle (MEDDICCC, etc). Partner Development: Collaborate with Partners to manage a territory, adapt partner offerings to their market and connect customer needs to XM related offerings. Inspire partners to expand Qualtrics practices in-market. Results-oriented Partner Management: Develop Partners to be able to execute against Qualtrics GTM plan and understand how to leverage GTM resources (e.g., marketing and sellers). Manage accountability of Partners to deliver against sales plans. Cross-Functional Collaboration: Collaborate with Partner Engagement Manager (if available in-market) to build XM GTM campaigns on offerings generated by the PEM + Partner. Engage with Center of Excellence (COE) or in-market enablement resources for XM sales best practices/collateral, when training or supporting Partners sellers. Deal Support: Enable Account Executives (AE) to sell faster (reduced sales cycles) and bigger deal sizes with the support of Partners. Co-sell and guide AEs during deal cycles. Partner Advocate: Develop Partner Sales Strategies that inform AEs of which Partners are best fit to support their customers short and long term needs related to XM solutions. Partner Strategy: Design and execute on partner territory/CU plan and drive individual partner joint business plans across priority partners. Partner Enablement: work with partners and your CoE to continually improve partner capability. Conflict Management: develop conflict resolution frameworks involving clear rules of engagement and executive escalation paths.

Requirements

Deep knowledge of SaaS selling process + demonstrated success of over-achievement
Experience working with partners. Familiarity of how a partner ecosystem operates, strategic alliances, marketing, business development.
Solution selling capability to drive a consultative sales process with Partners
Polished confidence working-with and presenting-to C-level executives
Project/program management skills to manage the complexities of working with multiple Partner sellers across many accounts.
Coaching, teaching, and enablement skills to activate many Partner sellers
Scale mindset, ability to enable others
An undeniable passion for winning and creative solutioning
Bachelor's degree, MBA or other relevant professional degree encouraged
You are able to travel when necessary (50%)

Responsibilities

Drive pipeline generation and top of funnel activities with your priority partners.
Drive partner impacted revenue and improved partner sourcing and co-selling capabilities with both Advisory and Technology partners.
Own partner deal cycle management end to end: manage sales pipeline and sales tracking, forecasting accuracy, pipeline health, deal conversion and targeted account planning.
Act as a strategic partner to the sales team: advise on partner selection based on customer needs, jointly progress key opportunities and advise on your local partner landscape.
Develop your market/CU partner agnostic strategy building on global partner-level GTM plans and hold the local field teams and partners accountable for achieving this.
Adapt and execute on partner GTM plays to ensure partner core offerings align with Qualtrics and land effectively with customers in your local market.
Foster a strong team culture centered on meeting the needs of clients, sales, and ecosystem teams.
Communicate with clarity and conciseness, tailoring interactions to executive stakeholders to maintain engagement and maximize impact.
Strategic Go-To-Market: Responsible for end-to-end "sell with Partner" activities, driving revenue generation through Partners, and managing the operational sales pipeline and forecast tracking process throughout the cycle (MEDDICCC, etc).
Partner Development: Collaborate with Partners to manage a territory, adapt partner offerings to their market and connect customer needs to XM related offerings. Inspire partners to expand Qualtrics practices in-market.
Results-oriented Partner Management: Develop Partners to be able to execute against Qualtrics GTM plan and understand how to leverage GTM resources (e.g., marketing and sellers). Manage accountability of Partners to deliver against sales plans.
Cross-Functional Collaboration: Collaborate with Partner Engagement Manager (if available in-market) to build XM GTM campaigns on offerings generated by the PEM + Partner. Engage with Center of Excellence (COE) or in-market enablement resources for XM sales best practices/collateral, when training or supporting Partners sellers.
Deal Support: Enable Account Executives (AE) to sell faster (reduced sales cycles) and bigger deal sizes with the support of Partners. Co-sell and guide AEs during deal cycles.
Partner Advocate: Develop Partner Sales Strategies that inform AEs of which Partners are best fit to support their customers short and long term needs related to XM solutions.
Partner Strategy: Design and execute on partner territory/CU plan and drive individual partner joint business plans across priority partners.
Partner Enablement: work with partners and your CoE to continually improve partner capability.
Conflict Management: develop conflict resolution frameworks involving clear rules of engagement and executive escalation paths.

Benefits

Qualtrics Experience Program - A bonus each year for an experience of your choosing
Worldwide and diverse community that enjoys helping each other
In our offices we take pride in creating an open and collaborative work space.
At Qualtrics we are constantly working to create an environment where everyone feels safe and comfortable coming to work and can, as a result of our culture, make their best possible contribution to our team
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.
medical
dental
vision
life and disability
401(k) with match
paid time off
a wellness reimbursement
mental health benefits
an experience bonus