Head of Partner Sales Execution, North America

The Head of Partner Sales Execution is a critical senior-level position that is responsible for driving accelerated revenue growth through Partners for their supported region. This role ensures the success, performance, and quota attainment of “Partner Success Managers (PSMs)” within the region who are tasked with accelerating revenue growth through Qualtrics’ partner ecosystem (comprised of GSIs, regional partners, resellers, ISVs, and more). This role requires strong relationships across senior Sales and Marketing leadership in the region, and prioritizing and directing the use of a dedicated Center of Excellence (COE) team comprised of supporting resources across marketing, enablement, solution engineering, and delivery/technical teams. Reporting to the Global Head of Partnerships, this role ensures the deployment of successful go-to-market strategies and adaptive offerings to meet customer needs across diverse markets.

How You’ll Find Success

• Driving closed-won business sold with and through our partners, impacted revenue, pipeline, and renewal rates. Direct, coach, and lead market-level PSMs in collaboration with regional sales leadership (i.e.: Overlay PSMs to AE’s in-market, and, direct-selling PSMs who own a personal quota).
• Serve as the strategic partner to executive and sales leadership of the region in key partner opportunities and GTM strategies to drive scale. Develop and grow deep relationships with important partner executives in the region. Help translate the overarching partner strategy for GSIs, resellers, regional partners, ISVs, and more into repeatable, scalable selling strategies for in-market PSMs.
• Exercise judicious prioritization of supporting COE resources to help upskill, train, enable, and scale partners improving our effectiveness and competency in the region.
• Demonstrate the ability to deliver indirect leadership – building trust, executing, and leading teams through change, strategies, and goal attainment who may or may not have direct reporting relationships to the role
• Work well in a cross-department function that spans relationships across partnerships, sales, marketing, service delivery, pre-sales, product, and more.

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.
• This role requires region-wide thinking, relationship building, and execution. You’ll grow by developing a full-region perspective through both internal and external executive relationships and strategies.
• Career Action Planning with Manager
• Qmobility

Things You’ll Do

• GTM Execution: Responsible for the all-up revenue number across PSMs in-market. This includes involvement in “sell with Partner” activities, driving key strategies with PSMs and partners, managing operational sales pipeline, and forecast tracking process throughout the cycle (MEDDICCC, etc) region-wide.
• Partner Development: Collaborate with partner leadership teams across the region, adapt partner offerings to your market needs and connect to related XM offerings to meet customer needs. Inspire partners to expand Qualtrics practices in-market.
• Executive Coordination: Develop deep and wide-reaching relationships across internal and external executive teams to gain commitment and support on GTM strategies, new offer development, prioritization of resources, talent assessment, and more.
• Cross-Functional Leadership: Lead cross-functional teams and drive action and accountability to help train and develop partners, increase certification rates, improve partner competency and effectiveness of Qualtrics XM related service and technology needs.
• Results-Oriented Partner Strategy: Develop PSMs, the COE, and Partners to execute against Qualtrics GTM plan and understand how to leverage GTM resources (e.g.: marketing, sellers). Manage the accountability of PSMs to deliver against sales plans.
• Leader and Mentorship: Coach, develop, and lead cross-functional teams to improve selling win rate percentage, quota attainment, leadership development, and internal and external relationships.

What We’re Looking For On Your Resume

• +10 years SaaS or Partner selling experience as a Sales Leader, Enterprise Account Executive or GTM Leader as a top performer (clear demonstration of consistent +100% over-achievement)
• Management experience leading both direct and indirect cross-department teams
• 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
• Team 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