COO - Partner Ecosystem

Company: Qualtrics
Location: Provo
Posted on: April 4, 2021

Job Description:

Provo, Utah, United States Category Business Operations 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: The COO of Partner Ecosystem - Sales & Business Operations, will enable the global expansion of Qualtrics through a Partner Ecosystem. Responsibilities will include developing the overall ecosystem sales, delivery and integration strategy, coverage and territory strategy, performance management analytics and reporting, and general ecosystem leader support. In owning this remit, the COO will leverage resources across all global offices and the Global Sales Operations team. The position will be located at one of our US Offices or Remotely in the US, will report directly to the COO of Global Sales in Provo, Utah with a dotted line relationship to the Global Head of Ecosystems. A Day In the Life:--

• Evaluate, improve and then coordinate the sales forecasting, planning, and budgeting processes used within the Ecosystem organization. Proactively monitor and strive to maintain high levels of quality, accuracy, and process consistency in the sales organization's planning efforts. As needed, coordinates planning activities with other functions and stakeholders
• Define and manage the process for sales territories allocation across the Ecosystem sales organization
• Supports the equitable assignment of sales force quotas and ensures quotas are optimally allocated to all partners and channels
• Embraces the speed of evolution the organization is currently going through and establishes self as trusted cross-functional thought leader
• Works to ensure all ecosystem organization objectives (OKR's) are assigned in a timely fashion
• Proactively identifies opportunities for ecosystem process improvement. Works closely with ecosystem, sales management and Global COOs to inspect ecosystem process quality and prioritize opportunities for improvement. Assists ecosystem management in understanding process bottlenecks and inconsistencies. Facilitates an organization of continuous process improvement
• Monitors the accuracy and efficient distribution of ecosystem KPI reporting and other intelligence essential to the ecosystem organization & Qualtrics as a whole. Recommends revisions to existing reports, or assists in the development of new reporting tools as needed
• Monitors the Ecosystem organization's compliance with required standards for maintaining CRM data
• Works closely with sales & ecosystem management to optimize the effectiveness of the technology investments (salesforce.com, Clari, Impartner)
• Coordinates training delivery to sales, sales management, and sales support personnel across the Ecosystem organization
• Provide input to senior leadership in the development and administration of sales incentive compensation programs
• Working with Accounting, Finance, and Human Resources, provides assistance with sales incentive compensation administration on an as-needed basis, or when required to arbitrate or clarify the application of sales compensation program policies and procedures
• Support senior Ecosystem leaders in creating annual business plans to hit and exceed revenue, delivery and hiring goals. Develop the analysis and content to communicate these plans and their results to senior executives within Ecosystem and Global Sales organization
• Hire, develop, and train an effective Ecosystem Operations team that complements global sales operations resources and effectively coordinates and collaborates with them
• Proactively work with senior sales leaders to identify areas to improve bookings and sales productivity within sales teams, geographic regions, and market segments. Help sales leaders identify, prioritize, and make trade-offs among opportunities, while avoiding programs and practices unlikely to generate results
• Prepare plans and presentations for quarterly and annual business reviews, sales kick-offs and other company meetings
• Lead special strategic projects on behalf of the Head of Ecosystem
• Design, evaluate, and advise on systems and internal processes to support a rapidly evolving sales organization-- The Expectation for Success:
  • 5+ years Ecosystem or Sales Operations experience at a B2B software firm (SaaS preferred)
  • 5+ years Ecosystem or Field Sales experience at B2B technology firm
  • Experience running Ecosystem or Sales Operations that have grown at pace and expanded global--
  • Working knowledge of international business
  • Undergraduate degree in Finance, Economics, Business, or other quantitative field
  • Expert ability in Microsoft Excel, particularly structuring, analyzing, and reporting on large data sets, using pivot tables, etc... including familiarity with SQL and Tableau
  • Proficiency with Salesforce.com, Clari, Impartner
  • Strong verbal and written communication skills, with high proficiency in Microsoft PowerPoint (e.g. ability to structure, create, and present to senior management) Even Better if You Have:
    • Master's degree in business, sales management, marketing, strategy, or finance
    • Proficiency in Tableau, SQL, and data warehouse environments
    • Experience at both a top-tier management consultancy and sales operations experience the B2B software industry What differentiates us from other companies:
      • Work life integration is deeply important to us - we have frequent office events, team outings, and happy hours
      • Qualtrics Experience Program - $1,500 for an experience of your choosing (eligible after a year)
      • We take pride in our offices design aiming at fostering creativity from our rooftop views to an open and collaborative work space.
      • 30 paid days off - 15 PTO + 5 Personal Days + 10 Holiday Closures (additional after a year)
      • On top of standard benefits package (medical employees and their families, dental, vision, life insurance, etc) we provide snacks, drinks, and free lunches in our office
      • We believe in sharing Qualtrics success which is part of the compensation for all employees Get tailored job recommendations based on your interests.

Keywords: Qualtrics, Provo , COO - Partner Ecosystem, Other , Provo, Utah