The Business Development Manager will be responsible for developing and executing strategies to build incremental revenue streams for Qualtrics through recruiting and enabling key strategic partners/alliances on a national and potentially global level.
Collaborate with Qualtrics’ Sales Management to identify, target, and contract with partners that allow us to increase our revenue, win rates and value to customers.
Build and implement a program to onboard alliance partners and educate Qualtrics sales team regarding partnerships.
Build and maintain positive relationships with strategic partners that enable Qualtrics products to drive new revenue streams.
Drive partner referral pipeline to Qualtrics sales executives.
Establish quarterly and annual plans to meet revenue growth objectives. Maintain fiscal accountability for revenue quota.
Train and influence partner sellers by refining value propositions to meet specific client needs and facilitate client introductions to Qualtrics.
Partner with Qualtrics’ leadership to eliminate channel conflict and craft effective rules of engagement.
Participate in industry trade shows & events.
Work with Qualtrics’ Partner Marketing to develop value propositions and marketing/PR campaigns necessary to drive demand for/through channel partners.
Partner with Qualtrics’ Legal Department to develop contracts for alliance and channel partner agreements as well as negotiate and finalize all partner agreements.
Work with Sales Operations to build a reporting mechanism to provide visibility on the efforts and strategies to achieve overall revenue contribution.
5+ years driving and leading partner/alliances business initiatives within a SaaS environment
Experienced strategic alliance leader with the ability to initiate and develop complex partnerships that deliver results
Direct SaaS Selling Experience preferred
Competent technology knowledge that enables you to engage and have credibility with product groups within Qualtrics and partners up to VP/CTO level engagements
Relevant experience working with partner sales and IT functions
Excellent written and verbal communication skills and competency in communicating at an executive level
Track record of driving revenue and consistent attainment to quota both quarter-over-quarter and year-over-year
History of negotiating partnership pricing and contracts
BA/BS required; MBA strongly preferred
Willingness to travel up to 25%
What Success Looks Like in this Role:
You are determined, accountable and collaborative. You make sound decisions, communicate effectively, possess financial acumen, demonstrate drive and initiative, build realistic plans, promote collaboration, influence others, drive results and build relationships.