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Sales Partner Manager

Entry Level

Xactly Corporation | Sales/Bus Dev | San Jose, CA

Job Title: Sales Partner Manager

Location: San Jose, CA

Function: Partnerships and Alliances

Position Type: Full-Time

Position Level: Experienced  

 

Xactly Corporation was founded to solve an important challenge: how to help people everywhere connect and unleash their human potential through seamless, perfectly aligned Sales Performance Management. Xactly’s comprehensive Sales Performance Management (SPM) suite leverages data from a sales performance AI platform to provide timely insights across the entire SPM value chain, from sales planning to execution, including compensation to optimization. Xactly takes Sales Performance Management from a dark art to a science, providing decision-makers with the data insights they need to tap the motivational power of their incentive compensation. With access to predictive analytics and benchmark data, enterprises can now optimize territories, design the right compensation and incentive plans and accelerate attainment and optimization of sales performance.


THE OPPORTUNITY

We count on our Partner Sales Managers to work in close alignment with Xactly and Salesforce sales teams to drive demand, pipeline generation, and co-selling activities across the territory. Our Partner Sales Managers will have 2 years of experience in generating and growing enterprise business relationships by driving joint value propositions with internal and external sales teams to ensure awareness and collaboration. In this role you will develop a culture of collaboration to drive go to market activities with Salesforce; and future partners. You will bring expertise in driving go to market strategies, building customer pipelines and generating referrals.


THE TEAM

Xactly’s Business Development/Alliances team is a tight-knit and growing team, looking to expand and add individuals with diverse backgrounds, the hunger to achieve, and drive a complex and intellectual sale amongst our partners. Our team’s goal is to set customers up for success and transform the way C-level executives think about Sales Performance Management.


THE SKILL SET:

  • 3+ years of channel/partnership sales
  • Strong network and references in our SaaS ecosystem (relationships in Salesforce, Workday, Netsuite preferred)
  • Demonstrated track record of successful channel sales or implementing SaaS in a consulting environment strongly preferred
  • Self-starter, broad thinker, strategic planner, able to execute and implement strategically
  • Excellent written and verbal communication skills
  • Bachelors degree or equivalent experience preferred

 

WITHIN 1 MONTH YOU'LL

  • Work to develop and drive Go To Market (GTM) activities with Salesforce Account Executive’s
  • Generate pipeline and set up joint Go To Customer and Go To Market plans including joint account plans for key accounts with the guidance of the Partnerships & Alliances leadership

WITHIN 3 MONTHS YOU'LL

  • Successfully set up joint Go To Customer and Go To Market plans within key target accounts
  • Evangelize the partnership including joint value proposition with sales teams to ensure awareness and collaboration, minimizing sales conflict

WITHIN 6 MONTHS YOU'LL

  • Align with cross-functional teams at Xactly to drive demand generation programs and campaigns that drive partner revenue
  • Built key relationships with leaders of sales Salesforce and other partner sales leaders in your segment


WITHIN 12 MONTHS YOU'LL

  • Work with partners to develop business plans to achieve revenue commitments, participate in QBRs, and measure partner performance against pre-established business metrics and partnership scorecards aligned with Xactly and partner objectives
  • Work to develop and drive Go To Market (GTM) activities with other ISV’s

Is this role not an exact fit for you? Keep an eye on our Careers Page for other positions!


BENEFITS AND PERKS

  • Flexible Time Off (FTO)
  • Comprehensive Insurance Coverage (including pet insurance!)
  • Tuition Reimbursement
  • XactlyFit Gym/Fitness Program Reimbursement
  • Kitchen Stocked Daily with Tasty Snacks, Fruit, and Drinks
  • Access to Corporate Discounts
  • Parking & Commuter Benefits
  • Up to (3) Days Paid Leave to Participate in Community & Volunteer Opportunities
  • End of Month Surprises, Contests, BBQs, Parties & Reward Vacations
  • 401(k) Retirement Savings Plan & Employer Match