Partner Sales Manager

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.

Partner Sales Manager - Japan

Why We Have This Role

The Partner Sales Manager (PSM) role is essential in driving growth through and with strategic partners in today’s competitive landscape. Responsible for owning and expanding partner business in your territory, PSMs accelerate partner impacted revenue by strategically integrating partners into our sales motions and the GTM process. Supported by our Ecosystem function and regional Centers of Excellence (COEs), PSMs work to develop end-to-end partners capable of sourcing, co-selling, reselling, owning the entire deal cycle, delivering and driving renewal. 

How You’ll Find Success

• Expand partner impact, footprint and revenue via partner resell / cosell motions. 
• Drive partners to improve partner sourcing, re-selling and co-selling capabilities.
• Drive pipeline generation and top of funnel activities with your priority partners.
• Own the partner deal cycle end to end: deal creation and progression,  sales pipeline and sales tracking, forecasting accuracy, pipeline health, deal conversion and targeted account planning.
• Act as local partner expert: select partners based on specific customer needs, jointly progressing key opportunities.
• Develop your territory partner agnostic strategy and hold the business and partners accountable for achieving this. 
• Adapt and execute on partner GTM plays to ensure partner core offerings align with Qualtrics and land effectively with customers in your local market.
• Foster a strong team culture centered on meeting the needs of clients, sales leaders, and ecosystem teams.
• Communicate with clarity and conciseness, tailoring interactions to executive stakeholders to maintain engagement and maximize impact.

How You’ll Grow

• The XM category cuts across several stand-alone areas of professional expertise. In this role you will gain exposure across the entire XM category (customer, employee, and brand experience) as well as access to a diverse set of leadership, cross-functional departments, external executive relationships, and much more.
• Career Action Planning with Manager

Things You’ll Do

• Strategic Go-To-Market: Responsible for end-to-end "sell with” and “sell through” Partner activities and owning deal creation and the operational sales pipeline and forecast tracking process throughout the cycle (MEDDICCC, etc).
• Partner Development: Collaborate with Partners to manage a territory, adapt partner offerings to their market and connect customer needs to XM related offerings. Inspire partners to expand Qualtrics practices in-market.
• Results-oriented Partner Management: Develop Partners to be able to execute against Qualtrics GTM plan and understand how to leverage GTM resources (e.g., marketing and sellers). Manage accountability of Partners to deliver against sales plans.
• Cross-Functional Collaboration: Collaborate with Partner Engagement Manager (if available in-market) to build XM GTM campaigns on offerings generated by the PEM + Partner. Engage with Center of Excellence (COE) or in-market enablement resources for XM sales best practices/collateral, when training or supporting Partners sellers.
• Deal Support: Enable partners to sell faster (reduced sales cycles) and land bigger deal sizes. Coach partners on co-selling and reselling.
• Partner Advocate: Develop Partner Sales Strategies which are repeatable and best fit to support their customers short and long term needs related to XM solutions. Proactively advocate for your priority partners internally to develop their reputation. 
• Partner Strategy: Design and execute on overall partner territory plan and design and deliver on individual partner joint business plans across priority partners.
• Partner Enablement: work with partners and your CoE to continually improve partner capability.
• Conflict Management: develop conflict resolution frameworks involving clear rules of engagement and executive escalation paths.

What We’re Looking For On Your Resume

• Deep knowledge of SaaS selling process + demonstrated success of over-achievement.
• Experience working with partners. Familiarity of how a partner ecosystem operates, strategic alliances, marketing, business development, co-selling and reselling motions.
• Solution selling capability to drive a consultative sales process with Partners
• Polished confidence working-with and presenting-to C-level executives
• Project/program 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%)

What You Should Know About This Team

• We pride ourselves on being a team that not only understands but also contributes to the achievement of the company's primary objectives.
• Partnering with sales teams across different locations, we foster a culture where smooth communication and collaboration reign supreme.
• Our team values the ability to take initiative, build from the ground up, thrive in ambiguity, work independently, and accomplish key initiatives. Everyone is encouraged to think ahead, anticipate potential issues, and find ways to proactively conquer.
  
  

Our Team’s Favorite Perks and 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.

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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