Partner Enablement- Practice Lead

Medallia’s mission is simple: to create a world where companies are loved by customers and employees alike. Hundreds of the world’s best-loved brands trust Medallia’s Software-as-a-Service application to help them capture customer feedback everywhere the customer is (on the phone, in store, online, mobile), understand it in real-time, and deliver insights and action everywhere—from the C-suite to the frontline—to improve their performance. Founded in 2001, Medallia is growing quickly with more than 1000 employees globally in Silicon Valley, New York, London, Paris, Sydney, Buenos Aires, and Tel Aviv. 

Medallia is the global leader in Customer Experience Management. Our mission is to create a world where companies are loved by their customers; where organizations see you as a person and not just their next sale. We do this by building a bridge between hundreds of companies and billions of customers, around the world, enabling access to your eyes, ears, and hearts, so they may design and deliver extraordinary experiences, every single day.  Join us!

The Function

  • Medallia’s Partner Enablement group is building an extraordinary partner sales and delivery capability to help Medallia continue to deploy its world-class platform at scale. This group will enable partners to be successful in selling and delivering value via Medallia’s software solutions, while Medallia continues to set global CEM and partner delivery standards.

The Role

  • As a Practice Success Lead, you will be responsible for ensuring Partners create well established Medallia Practices that are proficient in helping customers maximize the value of Medallia’s solution in driving their CX Strategy. In this role, you will need to drive consistency in how Medallia and Partners jointly scope and sell transformational CX programs through the creation of differentiated joint value propositions. In addition, this individual will have oversight across a Partner’s account portfolio to ensure the joint value prop is successfully realized through the delivery of Medallia’s Solution to the customer.
  • Individual may be based out of the Medallia San Mateo office or remote in the US
  • Travel Requirement: Less than 30%


  • Assist Medallia and Partner sales teams in customizing value proposition that aligns to sales opportunity
  • Assist Joint Sales teams in shaping solution proposals, acting as coach and counterpart to Partner Practice Lead
  • Educate Medallia Sales teams on Partner capabilities, success stories, and Joint Value Propositions
  • Educate Medallia and Partner stakeholders of joint sales engagement model and operating principles
  • Drive improvements to the overall joint sales engagement model through the learnings from each joint saleLead the scoping and validation of the Medallia Expert Services (MES) requirement
  • Maintain oversight of overall account portfolio health to ensure program success and desired outcomes are executed during each delivery phase
  • Collaborate with Partner Practice Leads on incorporating outer-loop learnings to improve the Partner Practice Ensure the Partner and Medallia Expert Services are aligned on how/what to deliver
  • Support Medallia Expert Services escalations on partner-related issues as required Identify and drive the creation of value-driven case studies and identification of reference-able customers to help drive sales

Required Competencies

  • You have a track record of developing strong, collaborative relationships, built on mutual respect and trust, at multiple levels within Medallia and within a Partner organization
  • You are “audible-ready” in speaking to the joint Medallia-Partner value proposition and how the synergy between the two companies produces the 1+1 = 3 story
  • You have deep understandings of CX program success factors and have experience educating stakeholders accordingly
  • You have the ability to develop and communicate Professional Services solutions that deliver value; you maintain a good understanding of commercial elements of a Professional Services proposal and delivery
  • You have an entrepreneurial streak that translates to creativity and “outside the box” thinking.
  • You are comfortable navigating new situations and ambiguity with poise; you enjoy converting new challenges into opportunities for Medallia and take the initiative in building something great
  • You have a knack for problem solving and can easily explain complex challenges in simple and concise ways
  • You have the ability to communicate clearly to both technical and non-technical, internal and external stakeholders
  • You have a minimum of 5 years of technology consulting, project management, customer management, or similar experience
  • You have experience in enterprise software, IT consulting, management consulting, or market research preferred

Medallia is proud to be an equal opportunity employer and is committed to providing equal employment opportunity regardless of race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, sexual orientation or any other category protected by law.

At Medallia, we don’t just accept difference - we celebrate it and recognize the value it brings to our customers and employees. Medallia is proud to be an equal opportunity workplace and is an affirmative action employer. Equal opportunity and consideration are afforded to all qualified applicants and employees. We won't unlawfully discriminate on the basis of gender identity or expression, race, ethnicity, religion, national origin, age, sex, marital status, physical or mental disability, Veteran status, sexual orientation, and any other category protected by law.

Medallia is committed to working with and providing reasonable accommodation to applicants with disabilities in accordance with the American Disabilities Act and state disability laws.

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