Head of Partner Sales Execution

Summary

Join Qualtrics as the Head of Partner Sales Execution and drive accelerated revenue growth through partners. You will lead and coach Partner Success Managers (PSMs), collaborating with regional sales leadership to achieve quota attainment. This senior-level role demands strong relationships with senior Sales and Marketing leaders, prioritizing and directing a Center of Excellence (COE) team. You will develop and implement go-to-market strategies, adapting offerings to diverse markets. Success hinges on driving closed-won business, managing the sales pipeline, and fostering strong partner relationships. Growth opportunities abound within the XM category, encompassing customer, employee, and brand experience.

Requirements

• +10 years SaaS or Partner selling experience as a Sales Leader, Enterprise Account Executive or GTM Leader as a top performer (clear demonstration of consistent +100% over-achievement)
• Management experience leading both direct and indirect cross-department teams
• 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
• Team 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

• 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

Benefits

• Qualtrics Experience Program - A bonus each year for an experience of your choosing
• Worldwide and diverse community that enjoys helping each other
• 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
• For the rest of the week, work where you want, owning the integration of work and life