Job Description WHO WE ARE Named among the best workplaces in the U.S. by Great Place to Work six times, honored on FORTUNE Magazine’s inaugural list of the 100 Best Workplaces for Millennials, and chosen as the “Market Leader in Incentive Compensation” by CRM magazine, Xactly is proud to be disrupting the incentive compensation market space. We’re building a culture of success and are looking for motivated professionals to join us! 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. ABOUT US Xactly is a leading provider of enterprise-class, cloud-based, incentive compensation solutions for employee and sales performance management. We achieve this by following our vision: Unleashing human potential to maximize company performance. We address a critical business need: to incentivize employees and align their behaviors with company goals. Our solutions allow organizations to make better strategic decisions, optimize behaviors, increase sales and employee performance, improve margins, increase operational efficiencies, mitigate risk, design better incentive compensation plans, and reduce error rates in incentive compensation calculations. Our core values of Customer Focus | Accountability | Respect | Excellence are key to our success, and each day we’re committed to upholding them by delivering the best we can to our customers. THE OPPORTUNITY As a Partner Sales Manager you will be responsible for growing Xactly referral revenue through our existing partnerships both with Independent Software Vendors (ISV) and Regional / Global Systems Integrators (GSI/SI). You would work proactively and in close alignment with Xactly sales teams and our Partners to create demand, pipeline generation and co-selling activities to drive expansion across the territory. This is an individual contributor role and performance will be measured on your ability to generate pipeline and assist sellers to close new business. Not only do we offer strong growth opportunities for top performers, but we also have a top-notch culture, benefits (check them out below) and more. Our strong C.A.R.E. values - Customer Focus, Accountability, Respect & Excellence - guide our every move, allowing us to be a leader in the incentive compensation & performance management market. We set the example with excellent customer experience and deliver an award winning SaaS (Software-as-a-Service) product! Responsibilities: Drive Go To Market (GTM) activities through existing partnership; work with Xactly Sales AE’s and Partner teams to generate revenue, both net-new and within existing accounts Communicate with Partner team and potential customers via email, phone and LinkedIn to expand upon existing accounts and generate new business Uncover referral and add-on business through existing partner relationships Set up of joint Go To Customer and Go To Market plans including joint account plans for key accounts along with Xactly Sales Teams Team with Marketing at Xactly to drive Partner marketing initiatives, demand generation programs and campaigns that drive partner revenue Evangelize the assigned partnership internally, including joint value proposition selling, amongst the general sales teams to ensure awareness and collaboration, minimizing sales conflict Develop business plans to achieve revenue commitments, participate in QBRs, and measure partner performance against pre-established business metrics and partnership scorecards aligned to Xactly and partner objectives Required Skills: Bachelor’s degree strongly preferred 5-7 years consulting or sales experience (channel/partnership sales a strong plus) Experience setting up New ISV and GSI / SI relationships (Coordinating enablement and go to market strategies at start up) Relationships and experience in EMEA Market Strong network/references in SaaS (relationships with Salesforce, Workday, Netsuite and known GSI and SI organizations in the ICM space preferred) Demonstrated track record of successful channel sales or implementing SaaS in a consulting environment strongly preferred Engage with Xactly sellers and Partners in fast and intricate sales cycles in a team selling environment with existing customers Identify and close up-sell and cross-sell opportunities based on an annual quota (measured monthly & quarterly) Self-starter, broad thinker, strategic planner, able to execute and implement strategy Excellent written and verbal communication skills Preferred Skills: Previous partner or channel experience 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 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 Periodic Massages Generous Employee Referral Program Relocation Assistance through Preferred Partner Full access to Grokker, our health engagement and employee wellbeing platform Applications will be accepted only for those currently residing in the posted country for this role. There is no expectation of approval for an international relocation for this job.The compensation range is specific to the posted job location and role and takes into account the wide range of factors considered in making compensation decisions but not limited to skill sets, experience, training, licensure, certifications, performance, and market and peer comparisons. Salary ranges allow for growth opportunities as the employee develops new skills and/or hones current skills. A reasonable range estimate is $130,000 to $160,000 including applicable commission Xactly is proud to be an Equal Opportunity Employer. Xactly provides equal employment opportunities to all employees and applicants without regard to race, color, religion, sex, age, national origin, disability, veteran status, pregnancy, sexual orientation, or any other characteristic protected by law. This means we believe in celebrating diversity and creating an inclusive workplace environment, where everyone feels valued, heard, and has a sense of belonging. By doing this, everyone in the Xactly family has the power to make a difference and unleash their full potential. We do not accept resumes from agencies, headhunters, or other suppliers who have not signed a formal agreement with us. #REMOTE