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Partner Sales Manager (PSM) - Italy

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Qualtrics

1mo ago

  • Job
    Full-time
    Senior & Expert Level
  • Sales & Business Development
    IT & Cybersecurity
  • Milan

AI generated summary

  • You need 7-10 years of SaaS sales experience, partner ecosystem knowledge, consultative selling skills, C-level presentation ability, project management, coaching skills, and a Bachelor's degree. Travel 50%.
  • You will partner with sales teams, drive revenue through partners, manage sales pipelines, enable account executives, and develop strategies to enhance partner collaboration and customer solutions.

Requirements

  • +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%)

Responsibilities

  • 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.
  • 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).
  • 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.
  • 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.
  • 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)
  • 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
  • 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

FAQs

What is the primary responsibility of the Partner Sales Manager (PSM) role?

The primary responsibility of the Partner Sales Manager (PSM) role is to drive growth through strategic partnerships, achieve Partner Sales quotas, generate revenue, and collaborate closely with partners.

How many years of experience are required for this position?

The position requires 7-10 years of SaaS selling experience as an Enterprise Account Executive or Sales Leader, with a demonstrated history of over-achievement.

What types of skills are important for this role?

Important skills for this role include solution selling capabilities, project/program management skills, coaching and enablement skills, and polished confidence in working with and presenting to C-level executives.

Will I need to travel for this job?

Yes, you will need to travel when necessary, with an estimated travel requirement of 50%.

What is the work culture like at Qualtrics?

The work culture at Qualtrics values initiative, independent work, smooth communication, and collaboration, with a strong focus on achieving the company's primary objectives together.

What benefits does Qualtrics offer to its employees?

Qualtrics offers various benefits including a Qualtrics Experience Program, a worldwide and diverse community, and an open and collaborative workplace environment.

How does the hybrid work model operate at Qualtrics?

The hybrid work model at Qualtrics involves gathering in the office three days a week—Mondays and Thursdays, plus one day selected by your organizational leader—while allowing flexible remote work for the rest of the week.

What qualities does Qualtrics look for in a Partner Sales Manager?

Qualtrics looks for qualities such as a scale mindset, an undeniable passion for winning and creative solutioning, and strong partner management capabilities.

Are there opportunities for career growth within this position?

Yes, there are significant opportunities for career growth, including exposure across the entire Experience Management (XM) category and access to cross-functional leadership relationships.

Is Qualtrics an equal opportunity employer?

Yes, Qualtrics is an equal opportunity employer and considers all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any other protected characteristic.

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Qualtrics

Technology
Industry
5001-10,000
Employees
2002
Founded Year

Mission & Purpose

How do you turn a customer into a fanatic? An employee into an ambassador? A product into an obsession? A brand into a religion? With experiences. The write-home, tell-everyone-you-know kind of experiences. Qualtrics Experience Management (XM) is the only software platform that helps brands continually assess the quality of their four core experiences—customers, employees, products, and brands. With Qualtrics XM, organizations can be at every meaningful touchpoint, for every experience, and predict which changes will resonate most with stakeholders. At Qualtrics, our mission is to close the experience gap.