Strategic Partner Engagement Manager

Summary

Join Qualtrics as an ISV Partner Engagement Manager and drive revenue growth by building and nurturing relationships with Independent Software Vendors (ISVs). Develop and execute joint go-to-market strategies, manage partnerships against revenue targets and KPIs, and collaborate with internal teams across various departments. You will negotiate contracts, create project plans, and facilitate quarterly business reviews. Success in this role requires deep partner experience, a sales background, and familiarity with SaaS and cloud services. The position offers opportunities for professional growth, including becoming a subject matter expert on partnership agreements and refining operational processes. Qualtrics provides a collaborative and goal-oriented work environment with various benefits.

Requirements

• Undergraduate or graduate degree
• 5+ years of partner experience (direct sales experience a plus)
• Experience developing and executing partner strategies
• Consistent achievement of quota, KPIs, MBOs, or other sales-related metrics
• Demonstrated career progression with increasing responsibility over time
• Proven track record of establishing, managing, and growing GSI relationships
• SaaS experience

Responsibilities

• Develop and deploy a joint partnership go-to-market (GTM) strategy with Growth Partners that outlines objectives, gap resolution, and key revenue initiatives (e.g., sales enablement, marketing gaps, partner account management, account strategy, etc.)
• Identify and prioritize joint revenue generating opportunities and collaborate with internal teams to leverage partners effectively
• Align internal and partner resources based on the needs and objectives of both organizations.  Resource coordination includes cross-functional collaboration with Marketing, Legal, Product, Finance, Sales, Delivery Support, XM Success, and Executives
• Work closely with Partner Programs to create a path for ISVs to grow with Qualtrics
• Develop project plans, timelines, and deliverables to drive the successful execution of collaborative initiatives to drive revenue growth, enhance customer acquisition, and ensure delivery success
• Create alignment between Executives, Ecosystem, Sales, Marketing, and Product teams and lead operational cadence to deliver results
• Become a Subject Matter Expert (SME) on details of unique partnership agreements and the opportunities they present
• Lead and refine partner specific operational processes and procedures such as deal management, opportunity forecasting, and partner reporting
• Work with partners on the creation of Intellectual Property and joint technology solutions to create differentiated market offerings
• Support strategic initiatives in emerging markets such as new reseller or product agreements
• Partner with Qualtrics’ leadership to eliminate channel conflict and build effective rules of engagement
• Develop domain knowledge of the XM category which includes Customer Experience (CX) and Employee Experience (EX)
• Create and drive the GTM strategy with your partner(s)
• Understand your partner's targeted accounts and industries to align with Qualtrics territories and sellers
• Coordinate the efforts between your assigned partner(s) and Qualtrics sellers and PSMs on opportunity approach, value proposition, key players, relationships, deal strategies, services pricing, and implementation strategy
• Exceed assigned revenue quota on a quarterly and annual basis
• Negotiate new partnership agreements and go-to-market constructs
• Produce Monthly revenue forecasts for Ecosystem and sales leadership
• Facilitate Quarterly Business Reviews with partners & key Qualtrics stakeholders
• Coordinate enablement training for partners and Qualtrics stakeholders
• Participate in industry trade shows & events
• Manage operational elements such as pipeline/forecasting

Preferred Qualifications

Experience selling in the HR / Talent / Employee Experience space is preferred

Benefits

• Wellness Reimbursement for $300 per quarter for wellness activities including gym memberships, spa massages, workout equipment, meditation apps, and much more
• $1800 Experience bonus to be used for an “Experience” of your choosing
• 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
• Full-time employees are eligible for medical, dental, vision, life and disability, 401(k) with match, a wellness reimbursement, mental health benefits, and an experience bonus