Global Partner Sales Leader

Summary

Join Qualtrics as a Global Partner Sales Leader and develop strategic partnerships with our largest partners to drive global business objectives and revenue growth. You will build and manage relationships with key partners, negotiate contracts, and lead a team of senior Partner Engagement Managers. This role requires strong cross-functional collaboration, driving joint revenue initiatives, and supporting opportunity deal execution. Success involves exceeding revenue quotas, developing joint success plans, and fostering positive partner relationships. The position offers opportunities for growth and advancement within a dynamic and collaborative team.

Requirements

• Have 7+ years driving and managing tier-1 partner/alliances business initiatives within a SaaS Software environment
• Be an expert strategic alliance leader with the ability to initiate and develop complex partnerships that deliver results
• Have technology knowledge that helps you engage and have credibility with product groups within Qualtrics and partners up to VP/CTO level engagements
• Have relevant experience working with partner sales and IT functions
• Have excellent written and verbal communication skills and competency in communicating at an executive level
• Have a proven track record of driving revenue and consistent attainment to quota both quarter-over-quarter and year-over-year
• Be open to travel - ~25%

Responsibilities

• Support team to develop and implement a strategic partnership GTMs plan to grow the organization's market presence, revenue generation, and customer base
• Identify and prioritize partnership revenue generating opportunities and collaborate with internal teams to leverage these partnerships effectively
• Ensure team develops and deploys a joint partnership GTM strategy outlining objectives, gap resolution, and key revenue initiatives that will be the focus for the partnership
• Work with Qualtrics and Partner executive teams to ensure joint strategic GTM alignment and support
• Align internal and partner resources based on current needs and objectives of both organizations
• Develop project plans, timelines, and deliverables to drive the successful execution of collaborative initiatives, drive revenue growth, and enhance customer acquisition and success
• Build strong partnerships across the sales organization closely aligning goals at the account and account team level
• Drive joint revenue initiatives between Qualtrics and our partners including: joint sales programs, co-sponsored events, and marketing content, sales initiatives, and opportunity support
• Work with partners on creation of Intellectual Property and joint technology solutions
• Support the team’s coordination with respective teams such as Engineering, Product, Solution Advisory, Enablement, Executive leadership, Customer Success, Sales to develop, build, and launch joint solutions
• Help to grow business through unique differentiation which makes it easier to sell
• Create executive and internal alignment and operational cadence with leadership to drive joint strategic and revenue goals for both organizations
• Work directly with these strategic partners and internal stakeholders including AE’s, CU leaders, and Executives to define and execute on broad sales plays/motions and opportunity/deal specific strategy
• Identify and align Qualtrics key opportunities to partners that can help increase revenue, ensure success, or close the opportunity, by working with the respective PSM’s, CU leaders, and Qualtrics account executives
• Understand and work through your partner's existing relationship and account lists and align to respective AE’s to better attack white space, expansion opportunities and close existing poor experiences
• Advance inflight opportunities to drive revenue by understanding and presenting the Qualtrics/Partner value proposition to our joint customers
• Lead partner internal strategy with AE’s and PSMs’, to address opportunity approach, value proposition, key players, relationships, and deal strategies
• Join and present on client calls as needed to help advance deals and partner alignment, value prop, and strategy and help support AE/PSM and coordinate with the partner as necessary on managing deal specifics including pricing, implementation strategy, timing, etc
• Advocate for partner success with AE/PSM including holding pricing thresholds to drive implementation success, driving customer lead ongoing support motions, etc
• Build and deploy GTM and provide channel sales support for partners as they begin to ramp up supporting new strategic initiatives such as reseller and OEM
• Collaborate with Qualtrics’ Sales Management to identify, target, and contract with partners that allow us to drive incremental revenue, value to customers, and win rates
• Exceed assigned revenue quota on a quarterly and annual basis
• As needed, negotiate new partnership agreements and go-to-market constructs
• Develop joint success plans with partner included agreed to mutual KPIs
• Facilitate Quarterly Business Reviews with partners & key Qualtrics stakeholders
• When required, onboard new partners and educate Qualtrics sales team regarding partnerships
• Partner with Qualtrics’ leadership to eliminate channel conflict and build effective rules of engagement
• Train and influence partner sellers by refining value propositions to meet specific client needs and facilitate client introductions to Qualtrics
• Build and maintain positive relationship with strategic partners that enable Qualtrics products to drive new revenue streams
• Build relationships with Qualtrics’ Marketing team to develop value propositions and marketing/PR campaigns necessary to drive demand for/through channel partners
• Produce Monthly revenue forecasts for Ecosystem and sales leadership
• Liaise with Qualtrics’ Legal Department to develop contracts for alliance and channel partner agreements; negotiate and finalize all partner agreements
• Participate in industry trade shows & events

Preferred Qualifications

• Have a 4 year University Degree BA or BS
• Have an MBA
• Have Direct SaaS Selling Experience

Benefits

• QMentorship Program matches you with a mentor inside Qualtrics to get meaningful coaching from someone outside your team
• Amazing QGroup Communities; MOSAIQ, Green Team, Qualtrics Pride, Q&Able, Qualtrics Salute, and Women’s Leadership Development, which exist as places for support, allyship, and advocacy
• 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
• A sign-on bonus and restricted stock units may be included in an employment offer, in addition to a range of medical, financial, and other benefits, based on eligibility criteria