Partner Sales Manager

Japanese followed by english

Qualtricsは、世界有数のブランドが「卓越した顧客体験の提供」「高パフォーマンスチームの構築」「人々に愛される製品の開発」を実現するために利用しているソフトウェアを提供しています。

私たちは単なるプラットフォームではなく、エクスペリエンス・マネジメント（XM）という新しい市場カテゴリーを創り、牽引する存在です。現在では、世界18,000社以上のお客様にサービスを提供しています。

新しいカテゴリーを築くには、粘り強さや決意、常識にとらわれない発想が必要です。しかし何より重要なのは、お客様への揺るぎない献身を共有する結束力のあるチームです。

私たちのチームに加わると、大胆な目標を掲げ、スピード感を持って挑戦できる環境に身を置くことになります。戦略的なリスクを歓迎し、複雑な課題にもチームで取り組み、最適解が導き出されるまでアイデアを重ねます。成長の機会は自ら探す必要はありません。必ずあなたを見つけに来ます。

小売、公共、ヘルスケアなどあらゆる業界で、ビジネスに「人間性・つながり・共感」を取り戻すことが私たちの使命です。このビジョンに共感する世界中の5,000名以上の仲間とともに、新しい価値を創りませんか。

募集職種: パートナーセールスマネージャー（PSM）– 日本

このポジションについて

パートナーセールスマネージャー（PSM）は、競争の激しい市場において戦略的パートナーシップを通じた成長を牽引する重要な役割です。パートナーセールス目標の達成を担い、収益の拡大や意思決定への影響力を発揮しながら、パートナーとの協業を推進します。

エコシステム部門や地域のセンター・オブ・エクセレンス（COE）と連携し、効果的なGo-To-Market戦略を実現しつつ、多様な市場における顧客ニーズに応えることが求められます。

成功のポイント

• パイプライン創出、収益拡大、成約案件、契約更新率の向上をリードする
  
  
• セールスチームの戦略的パートナーとして主要案件を支援し、顧客のビジョン策定やロードマップ構築を後押しする
  
  
• 顧客、セールス、カスタマーサクセスなど社内外のニーズを満たす強固なチームカルチャーを築く
  
  
• データに基づく洞察でパートナー戦略を洗練し、成果に直結させる
  
  
• パートナーの信頼を獲得し、Qualtricsを「頼れる存在」として確立する
  
  
• Qualtricsの最新ソリューションやXM市場の動向を常に把握し、パートナーの営業力強化に活かす
  
  

このポジションで得られるもの

XMは顧客体験・従業員体験・ブランド体験といった幅広い領域にまたがります。この役割を通じて、XM全体に触れながら、リーダーシップ、部門横断のプロジェクト、外部エグゼクティブとの関係構築など、多様な経験を積むことができます。

• マネージャーとのキャリア開発プランニング
  
  
• 社内異動制度「Qmobility」を通じた幅広いキャリア機会
  
  

主な業務内容

• 戦略的Go-To-Market: パートナーとの共同販売をエンドツーエンドで推進し、営業パイプラインや予測を管理（MEDDICCCなど）
  
  
• パートナー開発: 顧客ニーズとXMソリューションをつなぎ、市場でのQualtrics活用を促進
  
  
• パートナーマネジメント: パートナーがQualtricsのGTMプランを実行できるよう育成し、販売計画の達成責任を持たせる
  
  
• 部門横断コラボレーション: PEMやCOEと連携し、キャンペーンや営業支援を展開
  
  
• ディールサポート: AEの商談を加速・拡大するために共同提案を実施
  
  
• パートナーアドボカシー: 顧客の短期・長期ニーズに合う最適なパートナー戦略を提案
  
  

応募資格

• SaaS営業で7～10年以上の経験（エンタープライズAEやセールスリーダーとして常に達成率100%以上）
  
  
• パートナーエコシステム、戦略的アライアンス、マーケティング、ビジネス開発に関する知識
  
  
• コンサルティブセールスを推進できるソリューション営業力
  
  
• Cレベルとの折衝やプレゼンの経験
  
  
• 複数パートナーを横断的にマネジメントできるプロジェクト管理能力
  
  
• パートナー営業を有効化するためのコーチング・教育スキル
  
  
• 他者を活かす「スケール志向」と成長マインドセット
  
  
• 成果への強い情熱と創造的な問題解決力
  
  
• 学士号（MBAなど尚可）
  
  
• 必要に応じた出張対応（最大50%）
  
  

チームについて

• 会社の主要目標/KPIに直接貢献するチーム
  
  
• 地域を越えたスムーズな協働とコミュニケーション文化
  
  
• 主体性と自律性を尊重し、重要施策を完遂する力を重視
  
  
• 常に先を見据え、課題を事前に解決する姿勢を奨励
  
  

福利厚生・働き方

• 基本給＋インセンティブ＋各種手当を含む総合報酬パッケージ
  
  
• 充実した民間医療保険（医療・補助を幅広くカバー）
  
  
• ウェルネス補助：四半期ごとに34,000円（ジム、マッサージ、器具、アプリ等）
  
  
• エクスペリエンスボーナス：185,000円（自由に体験へ利用可能）
  
  
• 通勤手当（公共交通費全額支給）
  
  
• ハイブリッド勤務（週3日オフィス・2日在宅）
  
  
• 東京オフィスでのランチ提供、スナック・飲料常備
  
  
• ハイブリッドワークモデル: 月・木＋リーダー指定の1日を出社日とし、それ以外は柔軟に選択可能
  
  

ダイバーシティとインクルージョン

Qualtricsは人種・宗教・性別・性的指向・障がいなどに関わらず、すべての応募者に平等な雇用機会を提供します。障がいをお持ちの方には合理的な配慮を行います。

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 (PSM) - Japan

Why We Have This Role

The Partner Sales Manager (PSM) role is essential in driving growth through strategic partnerships in today’s competitive landscape. Tasked with achieving Partner Sales quotas, PSMs leverage their expertise to generate revenue and influence decision-making while collaborating closely with partners. Supported by our Ecosystem function and regional Centers of Excellence (COEs), PSMs ensure effective go-to-market strategies and adapt offerings to meet customer needs across diverse markets. 

How You’ll Find Success

• All PSMs are responsible for driving pipeline generation, impacted revenue, closed business, and renewal rates. Depending on the global market, there are slight differences in responsibilities and coordination with other roles
• Serve as a strategic partner to the sales team in key opportunities, delivering outputs that help customers build their vision for experience management, and design their roadmaps towards the art of the possible.
• Build a strong team culture focused on meeting the needs of our clients and internal customers including sales and customer success.
• Use data-driven insights to refine partner strategies and drive pipeline generation and revenue growth.
• Build trusted relationships with partner stakeholders by understanding their needs and positioning Qualtrics as a valuable ally.
• Stay updated on Qualtrics products and the Experience Management landscape to equip partners with the tools needed for effective selling.

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
• Qmobility

Things You’ll Do

• Strategic Go-To-Market: Responsible for end-to-end "sell with Partner" activities, driving revenue generation through Partners, and managing 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 PEM (if PEM coverage is 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 (in territory)
• Deal Support: Enable Account Executives (AE) to sell faster (reduced sales cycles) and bigger deal sizes with the support of Partners. Co-sell and guide AEs during deal cycles 
• Partner Advocate: Develop Partner Sales Strategies that inform AEs of which Partners are best fit to support their customers short and long term needs related to XM solutions

What We’re Looking For On Your Resume

• 7-10 years SaaS selling experience as an Enterprise Account Executive or Sales Leader as a top performer (clear demonstration of consistent +100% over-achievement) 
• 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
• 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, 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

• A comprehensive total rewards package consisting of base, incentives and generous benefits. We believe in sharing Qualtrics success which is part of the compensation for all employees.
• Private health insurance - top of the range coverage for medical and extras benefits.
• Wellness Reimbursement - JPY 34,000 per quarter for wellness activities including gym memberships, spa massages, workout equipment, meditation apps, and much more.
• JPY 185,000 Experience bonus to be used for an “Experience” of your choosing
• Commuter allowance - we take care of your public transport expenses to the office!
• Hybrid working environment - 3 days in office, 2 from home.
• Catered lunches in our Tokyo office. We also have a well-stocked kitchen full of snacks, drinks and other goodies.

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. #hybrid 

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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