The Qualtrics XM Platform™ is a system of action that helps businesses to attract customers who stay longer and buy more, to engage and empower employees to do the best work of their lives, to develop breakthrough products people love, and to build a brand people can’t imagine living without.
Joining Qualtrics means becoming part of a team bold enough to chase breakthrough experiences - like building a technology that will be a force for good. A team committed to diversity, equity, and inclusion because of a conviction that every voice holds value, with a vision for representation that matches the world around us and inclusion that far exceeds it. You could belong to a team whose values center on transparency, being all in, having customer obsession, acting as one team, and operating with scrappiness. All so you can do the best work of your career.
We believe every interaction is an opportunity. Are we yours?
The Challenge:
As a Partner Ecosystem Manager (PEM) for Middle East and Emerging Markets, you will be responsible for developing and executing strategies to build incremental revenue streams for Qualtrics through recruiting, enabling and managing key partners and strategic alliances in the region. The global PEM team is part of Qualtrics’ sales organisation. Get to know more about our Partnerships here: https://www.qualtrics.com/partnerships/
You will come in as one of Qualtrics’ first Partner Ecosystem Manager for the UAE, Qatar, Bahrein & KSA (priority 1 growth area). On this team, you will also be in charge of our focus partners in Africa and EMEA Emerging markets. You are driven, accountable and collaborative. You can make sound decisions, communicate effectively, demonstrate initiative, build realistic plans, promote teamwork, influence others and you are able to achieve great results. You can manage a wide range of relationships from the C-level to the sales rep on the frontlines.
Expectations for Success:
Collaborate with Qualtrics’ Sales Management to identify, target and contract with partners that allow us to increase value to our customers, win rates and as a result our revenue
Build and maintain positive relationships with strategic partners that enable Qualtrics products to drive new revenue streams. Negotiate new partnership agreements and go-to-market constructs
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.
Establish quarterly and annual plans to meet & exceed assigned revenue growth & quota objectives and maintain fiscal accountability for revenue quota
Develop joint success plans with partner included agreed to mutual KPIs
Produce weekly revenue forecasts for Ecosystem and sales leadership
Facilitate Quarterly Business Reviews with key partners & Qualtrics stakeholders
Onboard new partners and educate Qualtrics sales team regarding partnerships
Develop and monitor business plan strategies with partner to ensure growth (demand generation activities, sales strategy, forecasting, etc)
Partner with Qualtrics’ leadership to eliminate channel conflict and build effective rules of engagement
Train and influence partner sellers by refining value propositions to meet specific client needs and facilitate client introductions to Qualtrics.
Build relationships with Qualtrics’ Partner Marketing team to develop value propositions and marketing/PR campaigns necessary to drive demand for/through channel partners
Work with Revenue Operations to build a reporting mechanism that provides visibility on your efforts and strategies to achieve overall revenue contribution
Liaise with Qualtrics’ Legal Department to develop contracts for alliance and channel partner agreements; negotiate and finalise all partner agreements
Participate in industry trade shows & events
Work in conjunction with the Partner Ecosystem leads across EMEA
Qualifications & Requirements:
You have 4+ years driving and leading tier-1 partner/alliances business initiatives within a SaaS environment and overall 8+ years experience
Business level fluency in English is required (Fluency in Arabic a strong bonus).
You have experience in carrying and exceeding a revenue quota
You are an expert alliance leader with the ability to initiate and develop complex partnerships that deliver results
You have technology knowledge that helps you engage and have credibility with product groups within Qualtrics and partners up to VP/CTO level engagements
Relevant experience working with partner sales and delivery functions
Direct SaaS Selling Experience preferred
Excellent written and verbal communication skills and competency in communicating at an executive level
Demonstrated track record of driving revenue and consistent attainment to quota both quarter-over-quarter and year-over-year
Proven history of negotiating partnership pricing and contracts
You are open to travel up to 25%
What differentiates us from other companies:
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 central Dubai 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
To learn more about what we value read about it directly from our employees Qualtrics Life stories
Qualtrics Work Experience - As we look to the future, we believe that our teams are better together. Being together will help us learn more, grow faster and ultimately deliver better results for our customers and Qualtrics. Roles tied to an office location work 4 days per week in the office together and 1 day from home, with a strong spirit of flexibility around taking time for personal, health, and family moments in our work weeks. Our managers work with their teams to create a collaborative, engaged work environment, and arrangement that works for each of our team members.
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