Job Title: Partner Sales Director

Location: Denver/Field

Function: Business Development

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

As the Partner Alliances Director at Xactly Corporation, you'll work to close revenue contracts with Partners and Partner Customers. You will effectively communicate Xactly's value proposition, vision, product and service capabilities to Partner targets and secure Partner revenue commitments to Xactly. You will be a Xactly evangelist both internally and externally to support channel harmony and will drive Partner sales opportunities as necessary, including conflict resolution. Through managing the interface between Partners and Xactly, you'll achieve and exceed assigned revenue target and other objectives based on Xactly's' and Partner's business plans and introduce Partner to new Xactly products and services as they become available. You'll leverage your demonstrated experience in account management and proven ability to develop and implement business plans and achieve the required results. You have a knowledge of team concepts and principles; sales and marketing strategies' management of resources; analytical problem-solving and communication skills as well as your demonstrated ability to win in highly competitive sales situations and your strong executive and consultative relationship selling background.

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

• Business – know Xactly's business and how Partner's business works; know the competition and how to position Xactly.
• Communication – understand and communicate complex contract requirements and develop proposals – proficient in understanding and communicating all products and technical information.
• Customer Focus – proficient in assessing and exceeding customer expectations.
• Decision Making and Problem Solving – assess key decision makers' needs and determine, and deliver, the appropriate sales message and service offerings to meet customer needs without coaching.
• Initiative – expand sales to existing Partner customers by identifying additional needs – lead Partner and Xactly sales initiatives, where applicable, by developing account plan, identifying necessary resources and leading customer interface – create leads through networking and following up on others' efforts – anticipate problems/opportunities.
• Integrity – honest even when self-damaging – able to influence others – recognizes the need for tact – encourages ethical work environment.
• Negotiating – proficient in managing complex negotiations – identify and address hidden agendas.
• Bachelors degree or equivalent experience preferred

WITHIN ONE MONTH, YOU'LL:

• Attend New Hire Orientation and get to know your team
• Effectively communicate Xactly's value proposition, vision, product, and service capabilities to Global Independent Software Vendors (ISVs) and drive this into joint customer messaging.
• Work closely with Xactly sales management team to ensure proper engagement with partners.

WITHIN THREE MONTHS, YOU'LL:

• Define and drive go-to-market plan with Global ISVs.
• Work strategically with Xactly's direct sales team and other cross functional leaders to ensure that Xactly is driving pipeline and relationships with key ecosystem partners.
• Work with Xactly marketing to create joint marketing and awareness programs with Alliance partners to drive incremental opportunities for Xactly.

WITHIN SIX MONTHS, YOU'LL:

• Drive Partner opportunities as necessary, including conflict resolution.
• Achieve and exceed assigned revenue and referral targets and other objectives.
• Introduce Partner to new Xactly products and services as they become available.

WITHIN TWELVE MONTHS, YOU'LL:

• Be an Xactly evangelist and Xpert, expanding our footprint amongst our partners!

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 

THE XACTLY STORY:

Xactly is a leading provider of enterprise-class, cloud-based, incentive compensation solutions for employee and sales performance management. 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.

We were the first 100% cloud-based, multi-tenant provider focusing solely on the incentive compensation and employee and sales performance management market, and we achieved our leadership position through domain expertise and innovative technology. We deliver our solutions through a Software-as-a-Service (SaaS) business model.

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. 

We do not accept resumes from agencies, headhunters, or other suppliers who have not signed a formal agreement with us.