Head of Partner Sales Execution

Summary

Join Qualtrics as the Head of Partner Sales Execution, a critical role driving revenue growth through partners. You'll lead a team of Partner Success Managers (PSMs) responsible for accelerating revenue through Qualtrics' partner ecosystem. This position requires strong relationships with senior Sales and Marketing leadership, prioritizing and directing a Center of Excellence (COE) team. You'll ensure successful go-to-market strategies and adaptive offerings to meet customer needs across diverse markets.

Requirements

You are able to travel when necessary (50%)

Responsibilities

• Driving closed-won business sold with and through our partners, impacted revenue, pipeline, and renewal rates
• Direct, coach, and lead market-level PSMs in collaboration with regional sales leadership (i.e.: Overlay PSMs to AE’s in-market, and, direct-selling PSMs who own a personal quota)
• Serve as the strategic partner to executive and sales leadership of the region in key partner opportunities and GTM strategies to drive scale
• Develop and grow deep relationships with important partner executives in the region
• Help translate the overarching partner strategy for GSIs, resellers, regional partners, ISVs, and more into repeatable, scalable selling strategies for in-market PSMs
• Exercise judicious prioritization of supporting COE resources to help upskill, train, enable, and scale partners improving our effectiveness and competency in the region
• Demonstrate the ability to deliver indirect leadership - building trust, executing, and leading teams through change, strategies, and goal attainment who may or may not have direct reporting relationships to the role
• Work well in a cross-department function that spans relationships across partnerships, sales, marketing, service delivery, pre-sales, product, and more
• GTM Execution : Responsible for the all-up revenue number across PSMs in-market. This includes involvement in “sell with Partner” activities, driving key strategies with PSMs and partners, managing operational sales pipeline, and forecast tracking process throughout the cycle (MEDDICCC, etc) region-wide
• Partner Development : Collaborate with partner leadership teams across the region, adapt partner offerings to your market needs and connect to related XM offerings to meet customer needs
• Inspire partners to expand Qualtrics practices in-market
• Executive Coordination : Develop deep and wide-reaching relationships across internal and external executive teams to gain commitment and support on GTM strategies, new offer development, prioritization of resources, talent assessment, and more
• Cross-Functional Leadership : Lead cross-functional teams and drive action and accountability to help train and develop partners, increase certification rates, improve partner competency and effectiveness of Qualtrics XM related service and technology needs
• Results-Oriented Partner Strategy : Develop PSMs, the COE, and Partners to execute against Qualtrics GTM plan and understand how to leverage GTM resources (e.g.: marketing, sellers)
• Manage the accountability of PSMs to deliver against sales plans
• Leader and Mentorship : Coach, develop, and lead cross-functional teams to improve selling win rate percentage, quota attainment, leadership development, and internal and external relationships

Preferred Qualifications

Bachelor's degree, MBA or other relevant professional degree encouraged

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