Zendesk builds and delivers software designed for organizations that want to create customer relationships that are more meaningful, personal, and productive. Zendesk believes that modern business software must be designed starting with the customer experience and built for relationships first. With origins in customer service, Zendesk has evolved its offerings over time to include a family of products that work together to help organizations understand their customers, improve communications, and engage where and when it’s needed most.
We're looking for an experienced partner and channel leader to focus on relationships that drive upmarket revenue for Zendesk. Our alliances and partnerships to date have been opportunistic, and span a diverse global group of consulting partners, system integrators, resellers, app developers, and technical partners. As Zendesk continues to move up-market and work with larger customers, we need to formalize our partnership strategy, and have a more significant revenue-generating focus. This role would initially focus on putting definition around our strategy in 2018 with a focus on driving meaningful revenue in 2019 and 2020
Define, with executive support, and execute against a corporate channel and partnership strategy and a structured partner program while maintaining momentum within our existing partner activities.
Drive recruitment, enablement and success of an expanding ecosystem of system integrators, boutique consulting firms, reseller partners, and BPOs.
Build a global team focused on channels and partnerships, leveraging the existing sales and marketing organizations where possible.
Define what is needed across existing Zendesk teams to support this strategy; including in sales, services, marketing, success, and product.
Assess their readiness to support enterprise-level requirements and work with their leaders to enhance this.
Drive projects across a variety of Zendesk teams to successfully implement this strategy.
Identify, manage, and develop relationships with strategic partners. Work with our partners and internal teams to identify expanded solution definitions and strategies for driving these solutions through the partner ecosystem.
Own the partner revenue number in 2019 and beyond.
Mentor and leader with a track record of hiring and motivating great teams.
Data-driven decision maker with capacity to adapt and experiment.
Effective and productive partner in driving cross-functional initiatives.
Tremendous empathy for and understanding of sales and how best to partner with sales.
A strong customer focus and ability to effectively and quickly build relationships and establish trust, respect, and communication.
Financial acumen and business management skills.
Extensive experience (5+ years) as a global enterprise SaaS software sales executive with demonstrated results in building sales traction in the enterprise.
Extensive experience (5+ years) with building and growing partnership programs, ideally from small programs with minimal revenue contribution to significant drivers of growth and revenue.
Experience working with smaller partners in a variety of geographies.
Experience building robust, global partner enablement, marketing, operations, and management programs
Proven track record of achieving targets and driving sales in a high-growth environment.
Individuals seeking employment at Zendesk are considered without regards to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, or sexual orientation.
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