Head of Partner Sales Execution, Japan

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.

Head of Partner Sales Execution 

Why We Have This Role

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
• 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

• 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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