Senior Manager, Partner Sales (GSI)

Overview:

Medallia is the pioneer and market leader in Experience Management. Our award-winning SaaS platform, Medallia Experience Cloud, leads the market in the management of experiences, insights, and actions for candidates, customers, employees, patients, and residents alike.  

We believe that every experience is a memory that can last a lifetime. Experiences shape the way people feel about a company. And they greatly influence how likely people are to advocate, contribute, and stay. At Medallia, we are committed to creating a world where organizations are loved by their customers and their employees.

We empower exceptional people to create extraordinary experiences together. 

Bring your whole self.

 

The Role
At Medallia, our partners are at the heart of how we scale and help the world’s leading brands deliver exceptional customer and employee experiences. As the Senior Manager, Partner Sales (GSI), you will own, recruit, and scale a hybrid portfolio of strategic consulting partners.

 

This is not a one-size-fits-all alliance role. You will manage an ecosystem with two distinct motions: navigating the massive corporate matrices of Tier-1 Global Systems Integrators (GSIs) to build repeatable, long-term industry solutions, while simultaneously driving agile execution, rapid enablement, and immediate co-sell pipeline with high-growth Regional Boutique consultancies.

 

If you are a strategic thinker who can comfortably pivot from macro-level global business planning with executive suites to hands-on pipeline mapping with boutique founders, this role is for you.

Responsibilities:

Strategic GSI Alliance Management

• Navigate the Matrix: Secure executive sponsorship and establish comprehensive joint business plans across complex, matrixed GSI organizational structures (e.g., KPMG, Accenture), aligning with distinct industry verticals and geographic practices.
• Institutional Enablement: Partner closely with GSI Learning & Development teams to embed Medallia's certification tracks directly into their internal training academies and competency centers.
• Large-Scale Solutions: Collaborate with GSI industry leads to construct repeatable digital transformation frameworks and "blueprints" that embed Medallia's platform into multi-million dollar client accounts.
• Segmented Governance: Maintain structured, high-level Quarterly Business Reviews (QBRs) focused on practice growth, capacity planning, and institutional KPIs.

Regional Boutique Growth & Incubation

• Direct Principal Engagement: Build immediate, highly aligned local partnerships by working directly alongside founders, principals, and practice leads at regional boutiques.
• Concierge Enablement: Act as a hands-on guide during early partner deployments to ensure absolute client success, co-create local case studies, and fast-track the partner's self-sufficiency.
• Source-and-Sell Pipeline: Drive local, field-level account mapping to uncover immediate mid-market or regional enterprise pipeline, leveraging the specialized, high-touch relationships of boutique partners.
• Agile Governance: Run fast-paced, monthly tactical pipeline reviews to keep velocity high and close quick sales wins.

Sales Execution & Value Selling

• Quota & Pipeline Excellence: Consistently meet or exceed quarterly sales quotas while building a healthy pipeline (targeting 4x of quarterly quota).
• Deal Qualification & Strategy: Masterfully qualify deals at every stage of the sales process, ensuring early alignment with Economic Buyers prior to key validation events or Proof of Concepts (POCs).
• Champion Building: Identify, develop, and leverage multiple coaches and Champions across various customer buyers (Ops, Apps, Compliance, and Security) to accelerate deal velocity.
• Value Realization: Effectively utilize the Medallia Value Framework to tie our unique competitive differentiators to a hard-dollar return on investment ($ROI$) for the customer.

Core Competencies & Skills

• Hybrid Ecosystem Fluency: Deep understanding of the distinct business models, motivation levers, and timelines that govern both global matrices and regional consultancies.
• Value-Based Co-Selling: Proven ability to engage in two-sided discovery, ask exceptional questions, listen attentively, and build sound customer-specific business cases.
• Cross-Functional Leadership: Masterful at orchestrating internal and external resources, driving team accountability, and aligning stakeholders toward shared win-win outcomes.
• Strategic Conflict Management: Strong ability to navigate friction, align conflicting incentives, and handle complex negotiations with courage, authenticity, and integrity.
• Logical Process Design: Ability to logically think through complex program steps, map out efficient workflows, and find innovative ways to resolve operational friction.

Qualifications:

Minimum Qualifications

• 12+ years of relevant professional experience with a Bachelor’s degree; or 8+ years with a Master’s degree; or a PhD with 5+ years of experience (or equivalent practical experience).
• 10+ years of direct experience across strategic alliances, partner management, channel sales, or business development.
• Proven experience building pipeline, managing joint business plans, or driving co-sell motions with consulting partners.
• Familiarity with standard sales and alliance tools such as CRMs (Salesforce) and partner ecosystem platforms (e.g., Crossbeam).

Preferred Qualifications

• Direct experience simultaneously managing both Tier-1 Global Systems Integrators (GSIs) and agile, regional boutique consultancies.
• 10+ years of dedicated project/program management experience, with a proven track record of designing, scaling, and documenting efficient process flows.
• Professional Project or Program Management certifications (e.g., PMP, Prince2, or equivalent framework training).
• Hands-on experience utilizing content portals (Highspot) and collaborative workflow/project tools (Wrike).
• Familiarity with the Customer Experience (CX) or enterprise SaaS spaces, with an understanding of data center, ops, apps, and compliance buyer personas.

Medallia is committed to equal pay and transparency.  The annual base salary range for this position is $120,000 - $180,000. This position is bonus/commission eligible. Please note that the salary range information provided is a general guideline and combines all of the distinct labor markets within the US.  It is uncommon for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on a variety of factors. Medallia considers factors such as (but not limited to) scope and responsibilities of the position, candidate’s work experience, candidate’s work location, education/training, key skills, internal peer equity, external market data, as well as, market and business considerations when making compensation decisions.

Medallia also offers competitive health and wellness benefits, including but not limited to medical, dental, vision, 401(k), short-term and long-term disability, life and AD&D insurance, statutory leaves, paid parental leave, and paid holidays. Benefits and eligibility may vary by location and role. 

At Medallia, we celebrate diversity and recognize the value it brings to our customers and employees. Medallia is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age (40 and over), disability, genetic information, veteran status or military service, or any other status protected by state or local law. Individuals with a disability who need an accommodation to apply please contact us at ApplicantAccessibility@medallia.com. For information regarding how Medallia collects and uses personal information, please review our Privacy Policies. Applications will be accepted for 30 days from the date this role was posted or until the role has been filled.