Ecosystem Sales Leader

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.

Ecosystem Sales Leader

Why We Have This Role

Qualtrics is on the lookout for a proactive, collaborative sales leader that can help us target new Partner business across America. We’re helping the world’s leading companies improve experiences. Our solutions allow our clients to have a 360° view of the entire experience enabling them to uncover what matters most to clients and employees with the ability to take action in real time. 

This role is responsible for driving sales execution through high-performing partnerships  across America.  You will be responsible for executing on our key metrics of (1) sourced revenue, (2) partner attach and (3) partner-sourced pipeline. These partnerships include GSIs, Regional SIs, ISVs and Tech partners. You will leverage functional support engines from marketing, enablement, sales engineering and services to build and maintain sustainable long-term partnerships that will help Qualtrics in the next phase of growth through driving scale with and through partners.    

This role will manage a team of senior-level partner sellers who will map to these partners executing cross-regional  and local strategies.  You will be measured on employee feedback and your ability to create and foster a culture where this team can do their best work.  You will be required to coach your team from early-in-the-year partner planning through  regular rhythms-of-the-business evaluating performance and implementing course corrections.   

How You'll Find Success

• Empathic Leadership- Consideration of other’s needs first.
• Servant leadership- Someone who can pull up their sleeves when a teammate is unavailable. 
• Tenacity- The ability to get creative when the system fails to provide the structure.
• Leadership- Ability to drive direction and the ability to stand back as your team executes, but only far enough to be able to jump in when appropriate.
• Experience with the SaaS partner landscape and an impressive set of contacts within those partners.  
• Strategic thinker- As a member of our global Ecosystem organization, your responsibilities will include helping develop a robust GLOBAL strategy designed to drive demand and revenue across the globe   
• Internal Relationship building - Builds strong relationships with sales, marketing, enablement, and partner success (services) 
• Negotiation skills - Negotiate like a professional with give and take
• Competitive but can put them self in others shoes and have empathy
• Takes initiative- Understands the expected outcome, gets the context, and then works entrepreneurially to get it done.
• Driven, accountable and collaborative- Makes sound decisions, communicates effectively, possesses financial acumen, demonstrates initiative, builds realistic plans, promotes teamwork, influences others and you are able to achieve great results.

How You’ll Grow

• By joining Qualtrics, you become part of a team that dares to pursue groundbreaking experiences. 
• Our mission is to build technology that positively impacts businesses and makes them more human.
• We encourage big-picture thinking and foster an environment that embraces innovation and creativity. You will build relationships with multiple decision makers in an account and educate them on the value of Qualtrics.

Things You’ll Do

• Build and own the end to end partner strategy in America across all partner types.
• Collaborate with Qualtrics’ Sales Management to identify, target, and contract with partners that allow us to increase value to customers, win rates and as a result, our revenue.
• Craft and implement a program to onboard 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 a positive relationship with strategic partners that enable Qualtrics products to drive new revenue streams
• Drive partner referral pipeline to Qualtrics Sales Executives
• Establish quarterly and annual plans to meet revenue and pipeline growth objectives and maintain fiscal accountability for revenue quota
• Work with Sales Operations to build a reporting mechanism that provides visibility on your efforts and strategies to achieve overall revenue contribution
• Build relationships with Qualtrics’ Partner Marketing to develop value propositions and marketing/PR campaigns necessary to drive demand for/through channel partners
• 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

What We’re Looking For On Your Resume

• 8+ years of significant and demonstrable experience driving and managing tier-1 partner/alliances business initiatives within a SaaS environment
• You are an experienced strategic alliance leader with the ability to initiate and develop complex partnerships that deliver results
• You bring an extensive network including leading GSI’s like Deloitte, EY, PWC, Accenture as well as the ability to nurture regional SIs
• You have technology knowledge that helps you engage and have credibility with product groups within Qualtrics and partners up to VP/CTO level engagements
• Direct SaaS Selling Experience preferred- You have “carried a bag”; someone who looks at partners as key to the revenue line
• Excellent written and verbal communication skills and competency in communicating at an executive level
• Demonstrated track record of driving revenue and consistent attainment to quota both quarter-over-quarter and year-over-year
• Proven history of negotiating partnership pricing and contracts
• BA/BS required; MBA preferred
• You are open to travel ~ 50%

What You Should Know About This Team

• Our team is a group of driven individuals who are intelligent, organized, and dedicated. 
• Goal-Oriented Approach: We pride ourselves on being a team that not only understands but also contributes to the achievement of the company's primary objectives. Every single task we perform is aligned with these goals.
• Collaborative Environment: Partnering with teams across different locations, we foster a culture where smooth communication and collaboration reign supreme. We work together to accomplish our goals and support the rapid growth of Qualtrics. 

Our Team’s Favorite Perks and 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.

Qualtrics is an equal opportunity employer meaning that all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any other protected characteristic.

​​​​​​​Applicants in the United States of America have rights under Federal Employment Laws: Family & Medical Leave Act,Equal Opportunity Employment,Employee Polygraph Protection Act

Qualtrics is committed to the inclusion of all qualified individuals. As part of this commitment, Qualtrics will ensure that persons with disabilities are provided with reasonable accommodations. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please let your Qualtrics contact/recruiter know.

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