Experience Management - "Joint Go-To-Market Lead"

Job Description

Location

Open to consider applicants in Munich, Frankfurt, Waldorf or other locations across Germany.

About Qualtrics

At Qualtrics, our mission is to close experience gaps—the costly differences between what customers and employees expect, and what they’re receiving.

9,000+ organizations worldwide and more than 3/4 of the Fortune 100 rely on the Qualtrics Experience Management PlatformTM to collect, analyse, and act on feedback—more feedback than they ever thought possible. With Qualtrics XM, organizations can manage the four core experiences of business—customer, employee, product, and brand experience. Organizations can be at every meaningful touchpoint, for every experience, and predict what will resonate most with customers and employees.

Mission of the Team

Qualtrics Experience ManagementTM is used by the world’s most iconic brands to optimize the experiences and predict the actions that will have the biggest impact on their bottom line across Customer Experience, Employee Experience, Product Experience and Brand Experience.

The Solution Strategy team’s mission is to drive the Experience Management (XM) business forward, think one step ahead and create the structures to accelerate our business and act at scale. As stewards of the XM business, we are focused on driving XM revenue through all channels (Field Sales, SAP, Partners, Customer Success), winning (especially within key accounts), and supporting strategic initiatives that will substantially move our business

forward.

The Role

We are currently looking for a ‘Joint Go-To-Market Lead’ - a role focused on systematically addressing our joint value proposition and selling motion with SAP. To do so, you will

1. Develop a deeper understanding, articulation and supporting ecosystem for our joint SAP/Qualtrics value proposition
2. Be accountable for the execution on the joint SAP/Qualtrics pipeline which you will drive together with SAP and Qualtrics Account Executives and Regional Leaders

You will be a leader working cross-functionally with both SAP and Qualtrics teams, from Sales, to Pre-sales, to Product, to Marketing on shaping the vision and execution on how we address the market jointly. You will be the ‘tip of the spear’ and take a highly can-do approach to anything related to creating the structures to act (and win) at scale, sales campaign execution for a joint product line, and key account deal reviews. You will go deep on strategic accounts where there are domino effects and be enthusiastic in creating opportunities for your SAP/Qualtrics joint business line.

Key Characteristics of this Role Include

• Leads and shapes joint vision and value proposition (driven by market needs / opportunities) and provides input into respective teams (Marketing, Product, Pre-Sales, Sales, Services). Brings in thought leadership to the field to generate compelling business cases that address our customers’ needs
• Works closely with Account Executives both from Qualtrics and SAP to execute on pipeline; removes roadblocks to execution; accountable to sales for a dedicated SAP/Qualtrics joint business
• Interfaces with Industry/SAP SMEs to align on thought leadership and bring in solid ROI modelling into the joint solution approach
• Systematically shares learnings across ecosystem; focuses on developing lighthouse references; accelerates therefore execution and messaging effectiveness
• Monitors the joint SAP/Qualtrics revenue pipeline and activates the organization
• Develops center of excellence around competitive intelligence

Qualifications

• Ideally 8-10 years experience interacting with clients in both pre- and post-sales capacities
• Experience in a large international software company is highly advantageous
• Consulting experience (preferably Strategy, but also IT Consulting; external or in-house), with an ability to turn concepts into reality
• Motivator and leader - easily moves others to action by planning, motivating, and organizing
• Proven ability to execute and implement change - a scrappy self-starter and entrepreneur at heart. Has a good balance of risk taking and judgment; Is confident and able to operate independently of a large staff
• Extraordinary presentation skills
• Desire and skills to work in a quota-carrying sales environment
• Willingness and ability to build expertise in Qualtrics’ and SAP’s products and solutions
• Willingness and ability to travel between 50 - 75%
• Master’s Degree preferred

What differentiates us from other companies

• Work life integration is deeply important to us - we have frequent office events, team outings, and happy hours
• We take pride in our offices design aiming at cultivating creativity from our rooftop views to an open and collaborative work space
• On top of standard benefits package (medical, 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

Qualtrics is an equal opportunity employer

Qualtrics provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, colour, religion, gender, national origin, sexual orientation, gender identity or expression, age, disability, genetic information, marital status or veteran status.