GSI Partner Development 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.

GSI Partner Development Leader

Why We Have This Role

The Global Partner Sales Leader is responsible for developing and maintaining strategic partnerships for Qualtrics largest partners to drive business objectives and revenue growth across the globe. This role focuses on building and managing relationships with Advisory Partners, (GSIs), Strategy Consulting Firms, and Global Market Research Agencies, in order to accelerate GTM and revenue generation. The individual in this position will play a key role in developing and maturing strong partnerships, negotiating contracts, and driving successful collaborations for the organization. This role is critical to the scale of pipeline generation and closed deals and successful delivery of our solution. This role is a people manager who leads a team of our most senior Partner Engagement Managers (PEMs), each committed to a select partner/set of partners.   

How You’ll Find Success

• This role will support the team to execute:  
• Partnership GTM Execution: Support team to develop and implement a strategic partnership GTMs plan to grow the organization's market presence, revenue generation, and customer base. Identify and prioritize partnership revenue generating opportunities and collaborate with internal teams to leverage these partnerships effectively. 
• Ensure team develops and deploys a joint partnership GTM strategy outlining objectives, gap resolution, and key revenue initiatives that will be the focus for the partnership.  This could include sales enablement, marketing gaps, account management, account strategy, etc.  Work with Qualtrics and Partner executive teams to ensure joint strategic GTM alignment and support.  
• Cross-Functional Collaboration: Align internal and partner resources based on current needs and objectives of both organizations.  This resource coordination includes, legal, product, finance, sales, delivery support, Customer Success, and executive alignment on both sides of the equation. Develop project plans, timelines, and deliverables to drive the successful execution of collaborative initiatives, drive revenue growth, and enhance customer acquisition and success.  It is expected that this role will build strong partnerships across the sales organization closely aligning goals at the account and account team level.  
• Drive joint revenue initiatives between Qualtrics and our partners including: joint sales programs, co-sponsored events, and marketing content, sales initiatives, and opportunity support.  
• Work with partners on creation of Intellectual Property and joint technology solutions.  PEM’s work with our strategic partners to blueprint things that we would do together to create differentiated market offerings.  This role will support the team’s coordination with respective teams such as Engineering, Product, Solution Advisory, Enablement, Executive leadership, Customer Success, Sales to develop, build, and launch joint solutions.  The focus here is helping to grow business through unique differentiation which makes it easier to sell. 
• This role will be the front end to create executive and internal alignment and operational cadence with leadership to drive joint strategic and revenue goals for both organizations. For example, which Qualtrics executives are meeting with which partner executives?  How often do they meet?  What’s the outcomes we are trying to drive?

How You’ll Grow

• Opportunity and Revenue Initiatives: Work directly with these strategic partners and internal stakeholders including AE’s, CU leaders, and Executives to define and execute on broad sales plays/motions and opportunity/deal specific strategy.
• Partner Opportunity Alignment:  Identify and align Qualtrics key opportunities to partners that can help increase revenue, ensure success, or close the opportunity, by working with the respective PSM’s, CU leaders, and Qualtrics account executives.
• Understand and work through your partner's existing relationship and account lists and align to respective AE’s to better attack white space, expansion opportunities and close existing poor experiences.  
• Advance inflight opportunities to drive revenue by understanding and presenting the Qualtrics/Partner value proposition to our joint customers.  Lead partner internal strategy with AE’s and PSMs’, to address opportunity approach, value proposition, key players, relationships, and deal strategies.
• Opportunity Deal Support -  Join and present on client calls as needed to help advance deals and partner alignment, value prop, and strategy and help support AE/PSM and coordinate with the partner as necessary on managing deal specifics including pricing, implementation strategy, timing, etc.
• Advocate for partner success with AE/PSM including holding pricing thresholds to drive implementation success, driving customer lead ongoing support motions, etc.
• Reseller, and OEM support as appropriate - Build and deploy GTM and provide channel sales support for partners as they begin to ramp up supporting new strategic initiatives such as reseller and OEM.  

Things You’ll Do

• Collaborate with Qualtrics’ Sales Management to identify, target, and contract with partners that allow us to drive incremental revenue, value to customers, and win rates
• Exceed assigned revenue quota on a quarterly and annual basis
• As needed, negotiate new partnership agreements and go-to-market constructs
• Develop joint success plans with partner included agreed to mutual KPIs
• Facilitate Quarterly Business Reviews with partners & key Qualtrics stakeholders
• When required, onboard new 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 positive relationship with strategic partners that enable Qualtrics products to drive new revenue streams
• Build relationships with Qualtrics’ Marketing team to develop value propositions and marketing/PR campaigns necessary to drive demand for/through channel partners
• Produce Monthly revenue forecasts for Ecosystem and sales leadership
• 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

• You have 7+ years driving and managing tier-1 partner/alliances business initiatives within a SaaS Software environment
• You are an expert strategic alliance leader with the ability to initiate and develop complex partnerships that deliver results
• You have technology knowledge that helps you engage and have credibility with product groups within Qualtrics and partners up to VP/CTO level engagements
• Relevant experience working with partner sales and IT functions
• Direct SaaS Selling Experience preferred
• Excellent written and verbal communication skills and competency in communicating at an executive level
• Proven track record of driving revenue and consistent attainment to quota both quarter-over-quarter and year-over-year
• You are open to travel - ~25%
• 4 year University Degree BA or BS is preferred
• MBA is a plus

What You Should Know About this Team

• Our team is responsible for building and growing partnerships with amazing businesses that sell, deliver and service customers in the Qualtrics Ecosystem.
• This is a global team that works with Partners in various regions.
• This team is part of the greater Product, UX, Engineering organization.

Our Team’s Favorite Perks and Benefits

• QMentorship Program matches you with a mentor inside Qualtrics to get meaningful coaching from someone outside your team. 
• 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.

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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