Job Description
WHO WE ARE
Xactly is a leader in Sales Performance Management Solutions and a part of Vista Equity Partners portfolio companies since 2017. The Xactly Intelligent Revenue Platform helps businesses improve go-to-market outcomes through increased collaboration, greater efficiencies, and connecting data from all critical functions of the revenue lifecycle on a single platform. Born in the cloud almost 20 years ago, Xactly provides customers with extensive experience in solving the most challenging problems customers of all sizes face, backed by almost 20 years of proprietary data and award-winning AI.
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. We’re building a culture of success and are looking for motivated professionals to join us!
THE OPPORTUNITY
As a Partner Sales Manager focused on Independent Software Vendors (ISVs), you will be a key driver of Xactly’s growth through our strategic technology partnerships. You will work directly with our ISV partners and their sales teams to evangelize the value of Xactly's solutions and demonstrate how they complement and enhance our partners' platforms. This is a highly collaborative role that requires a deep understanding of the SaaS ecosystem and a passion for building relationships and driving mutual success. 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 by growing Xactly referral revenue through our existing partnerships and developing new relationships with Independent Software Vendors (ISV).
Not only do we offer strong growth opportunities for top performers, but we also have a top-notch culture, benefits, 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!
THE ROLE
- Partnership Management: Serve as the primary point of contact for key strategic ISV partners, including major players in the CRM, ERP, and HRIS spaces (e.g., Salesforce, ServiceNow, Amazon, Workday and others).
- Joint Go-to-Market Strategy: Collaborate with Xactly's Head of Global Partner Alliances, Marketing, Product Marketing, Product Engineering and ISV Partner teams to develop and execute joint go-to-market strategies, including co-selling motions and solution-specific campaigns. This includes development of new ISV’s that will impact our strategic growth initiatives.
- Enablement & Training: Collaborate with Xactly internal teams (Product, Marketing, Product Marketing, Sales and Sales Enablement) to present compelling product demonstrations, technical presentations, and training sessions to educate ISV partners and Xactly sales teams on Xactly's value proposition, use cases, and technical integrations.
- Proof of Concept (POC) Support: Collaborate with Xactly internal teams (per above) to support partners through technical evaluations and Proof of Concept (POC) processes, ensuring a successful outcome. Strong understanding of data and platform integrations including API and Agentic AI based solutions.
- Ecosystem Evangelism: Represent Xactly at partner events, conferences, and industry-specific forums to showcase the strength of our technology partnerships.
- Feedback & Innovation: Act as a conduit for feedback between ISV partners and Xactly's product and engineering teams, helping to inform and prioritize our product roadmap.
What You'll Bring
- Bachelor’s degree strongly preferred
- 7-10 years consulting or sales experience (channel/partnership sales a strong plus)
- Proven experience working with and enabling ISV partners. A strong understanding of partner ecosystems and co-sell motions is essential.
- Technical fluency and the ability to articulate complex technical concepts to both technical and non-technical audiences.
- 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
- Strong experience with a leading CRM or ERP platform (e.g., Salesforce, ServiceNow, Microsoft Dynamics, SAP, Workday). Experience with Incentive Compensation Management (ICM) or Sales Performance Management (SPM) solutions is a significant plus.
- Excellent presentation, communication, and interpersonal skills.
- A proactive, self-motivated, and collaborative approach to work.
- Ability to travel as required.
Benefits & 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 $219,000 to $273,000 including applicable commissions.
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.
