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Partner Sales Manager (PSM) - Spain

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Qualtrics

1mo ago

  • Job
    Full-time
    Senior & Expert Level
  • Customer Relations
    Sales & Business Development
  • Madrid

AI generated summary

  • You need 7-10 years of SaaS sales experience, partner ecosystem knowledge, solution selling skills, C-level engagement, project management, coaching abilities, and a willingness to travel 50%.
  • You will partner with sales teams, develop strategies with partners, drive revenue, enable Account Executives, and manage sales activities to enhance customer experience management.

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 role of a Partner Sales Manager (PSM) at Qualtrics?

The Partner Sales Manager (PSM) is essential in driving growth through strategic partnerships, achieving Partner Sales quotas, generating revenue, and collaborating closely with partners to adapt offerings to customer needs.

What are the main responsibilities of a PSM?

A PSM is responsible for driving pipeline generation, managing sales strategies with partners, collaborating cross-functionally, supporting account executives in deal cycles, and developing partner sales strategies.

What qualifications are required for this role?

Candidates should have 7-10 years of SaaS selling experience as a top-performing Enterprise Account Executive or Sales Leader, familiarity with partner ecosystems, solution selling capabilities, and project management skills.

Is travel required for this position?

Yes, candidates should be able to travel when necessary, up to 50% of the time.

What type of culture does the team foster?

The team promotes a culture of smooth communication and collaboration, values initiative and independence, and encourages proactive problem-solving.

What benefits does Qualtrics offer to its employees?

Qualtrics offers benefits such as a yearly Qualtrics Experience Program bonus, a supportive worldwide community, an open collaborative workspace, and a commitment to a safe and inclusive working environment.

How does Qualtrics approach hybrid work?

Qualtrics' hybrid work model involves gathering in the office three days a week—Mondays, Thursdays, and one additional day chosen by the organizational leader. Employees can work remotely for the rest of the week.

What opportunities for growth does this role provide?

In this role, you will gain exposure across the entire Experience Management (XM) category, access diverse leadership and cross-functional departments, and engage in career action planning with your manager.

What is the importance of partner development in this role?

Partner development is crucial as it involves collaborating with partners to connect customer needs with XM-related offerings, managing a territory, and inspiring partners to expand Qualtrics practices in the market.

What skills are valued in potential candidates?

Qualtrics values skills such as solution selling, project management, coaching, teaching, a scale mindset, and a passion for winning and creative solutioning in potential candidates.

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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.