Description
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, bypassing the microphone 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.
Enterprise Ecosystem Sales
Why We Have This Role
Qualtrics is on the lookout for a proactive, collaborative Enterprise Ecosystem Sales professional that can help us target new Partner business. 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.
You will be responsible for developing and executing strategies to build incremental revenue streams for Qualtrics through enabling and managing key opportunity Sourcing partners and strategic alliances in the region. This role requires an expert alliance leader who can initiate and develop complex partnerships that deliver real results and drive strategic initiatives forward.
How You'll Find Success
- Relationship building - Completes stakeholder mapping to build relationships with multiple contacts within a partner organisation
- 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.
- Highly communicative and influences effectively, creating trust at the team level.
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.
- As a member of our global sales organisation, you will take ownership of a dedicated territory. Your responsibilities will include developing a robust strategy designed to drive demand and revenue.
- 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 maintain positive relationships with strategic partners & Global Systems Integrators (GSIs) in the region, including developing a robust ‘execution' plan that defines how Qualtrics & the key partners will deliver on annual targets in region
- Drive partner referral pipeline to Qualtrics Sales Executives
- Train and influence partner sellers by refining value propositions to meet specific client needs and facilitate client introductions to Qualtrics.
- Engage partners through a programmatic approach to ensure we work with partners that will help increase metrics like deal size and win rates.
- Identify, develop and execute on clear joint partner sales GTM activities to ensure YoY growth (demand generation activities, sales strategy).
- Develop and maintain C-Level Relationships with CAL, Partners, and Associates with given GSIs
- Work with Qualtrics' Partner Marketing team to identify and drive market awareness in region, including the planning and delivery of external events & communication campaigns.
- Navigate the Qualtrics internal organisation to bring the appropriate teams together for success to ensure joint ownership of sales & pipeline targets.
- Collaborate with Qualtrics' Sales teams to ensure appropriate engagement & drive deals forward.
What We're Looking For On Your CV
- Minimum of 10 years of direct or indirect sales experience, with a strong emphasis on business development in SaaS or consulting environments.
- At least 5 years of experience leading and managing tier-1 partner/alliance business initiatives, demonstrating a strong history of building strategic relationships with key partners.
- Proven ability to develop and maintain C-Level relationships with stakeholders at major firms, specifically within the context of Global Systems Integrators (GSIs) such as Bain, KPMG, Kantar, or KF.
- Comfort and familiarity with a long-term selling approach, understanding that meaningful partnerships require time to cultivate and succeed.
- A relationship builder who can collaborate closely with Account Executives in the field to drive business initiatives and achieve mutual goals.
- Demonstrated success in driving a programmatic approach to account engagement and sales origination, including leading joint go-to-market campaigns with partners.
- Track record of consistently attaining sales targets and driving pipeline and revenue growth through effective partner engagement and collaboration.
- Business-level fluency in both French and English, with exceptional written and verbal communication skills tailored for executive-level discussions.
- Possess a pre-existing network within the industry, which can be leveraged for enhanced business opportunities.
- Experience navigating complex organisational structures to align the right resources for successful outcomes.
- Comfortable with being measured on both activity (e.g., meetings held) and outcomes (e.g., pipeline sourced).
- Willingness to travel up to 50% to meet with partners and stakeholders as necessary.
What You Should Know About This Team
- Qualtrics global sales team is dedicated to changing the way our customers focus on experiences. Forrester reports that companies generate a 674% return on investment when using Qualtrics. Now that's a solution you can get behind.
- As an Enterprise Sales professional, your focus on new revenue through strategic, relationship-based selling will be pivotal. The most successful sales employees at Qualtrics have a history of exceeding quotas, acting as trusted advisors to clients, and embodying passion for teamwork.
- The Qualtrics platform is versatile, adding value to a limitless array of decision-makers. If you love a strategic, analytics sales process working with a variety of industries, departments and buyers, selling Qualtrics XM will always keep you learning and growing.
- Challenges excite us, as we view them as opportunities for growth and positive transformation.
- We are not merely observers of change; we actively initiate and drive it.
Our Team's Favourite 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
- Our offices are in the centre of our work life and 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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