Job Description

Zendesk is a service-first CRM company that builds powerful, customizable software designed to improve customer relationships. At Zendesk, we encourage growth, innovation and believe in giving back to the communities we call home.

Who We Are Looking For:

We are seeking a Vice President of Partner Sales for the America region who is an experienced leader able to bring their strategic vision and innovative approach to build a truly incremental and scalable indirect business. Reporting to the Global SVP of Partner Sales, the VP of Partner Sales for the America region plays a key role in driving leads, new and expansion revenue, service delivery, customer results, and market expansion by building an ecosystem of partners that deliver value to our customers! As a key partner to the sales leadership team, this leader will drive strategy and all new revenue initiatives.

The Vice President, Partners Sales will be accountable for meeting and exceeding partner sales and revenue targets, with responsibility for all new and expansion partner business! You will be a hands-on and participatory leader.

What Youll Be Doing:

Direct a major part of Zendesk’s sales activities via a robust Partner ecosystem
Create and implement long-term sales plans, including strategies, goals, quotas, and tracking mechanisms across SMB, Commercial and large Enterprise customers
Build and manage a world-class team across the AMER region including team structure, territory mapping, hiring, performance assessment, coaching, and training
Drive Partner bookings and revenue growth through global and local partnerships
Managing your team to weekly forecasting (partner bookings) and pipeline (creation & coverage) metrics
Onboard, manage, grow and mature relationships across a wide range of partner types: distributors, resellers, System Integrators, DMRs & BPOs
Align execution via long-term planning and strategy to create a profitable partner ecosystem
Collaborate with Sales and Go To Market leadership across the region to improve execution
Identify, recruit and enable new partners, resulting in incremental pipeline and Partner Sourced revenue attainment
Accelerate new partner time-to-revenue and ensure an efficient onboarding experience
Work with Partners to use their “domain expertise” in vertical or region-specific opportunities
Create a differentiated and positive Partner experience aligned to Zendesk Values

What You Will Bring To The Role:

Strategic capability to lead and innovate while thriving in a fast-moving environment
An innovator in their own right. Will bring best practices from larger organizations but has also spent time inside of agile environments
Proven track record of developing people, leading and managing hard-working teams
A highly developed ability to create a sense of loyalty, trust, and positive culture across all facets of the business. Ability to energize people and teams and establish cross-functional cooperation
Forward-thinking and problem-solving attitude; drawn to building off ambiguous and unsolved problems and “making it happen”
Demonstrated ability to interface and maintain effective relationships with all levels of employees in a team-oriented environment

Leadership Capabilities:

This person possesses a whatever it takes attitude to drive successful business outcomes
Proven success in a dynamic, fast-paced, innovative environment
Demonstrated capability to lead change and constantly improve processes while bringing your team along for the journey
Positive, driven, and energetic; able to roll up their sleeves to get the job done
Results orientation with a tireless work ethic paired with the emotional intelligence to know when to push harder and when to look for alternative approaches
Proven ability to set the vision and strategy of a maturing Partner Ecosystem aligned to company goals and objectives.

Additional Requirements:

10+ years of Commercial experience building the channel in AMER
Significant Channel and Sales experience, with a proven track record of delivering indirect sales results
Experience and proven success working with different partner types (SI, MSP, BPO, DMR)
Experience optimizing and driving sales and profits, through a Solution Provider ecosystem
Previous experience working with large enterprise accounts
Business planning & forecasting skills and a thorough understanding of Partner financials
Experience identifying and recruiting talent to build hard-working teams
Ability to work with sales leaders to build alignment and commitment to joint goals
Track record of building trust, alignment, investment, and a growth mindset with Partners.
Outstanding communication skills with the ability to provide clear direction while developing consensus for action
Strong cross-team collaboration skills
Zendesk is a digital-first organization and the global Sales team is designated as remote
Occasional travel for work, always with purpose

About Zendesk - Champions of Customer Service

Zendesk software was built to bring a sense of calm to the chaotic world of customer service. Today we power billions of conversations with brands you know and love. We advocate for digital first customer experiences—and we stick with it in our workplace. Over 6,000 employees worldwide have the flexibility to choose where they work. The fact is, we know great work happens anywhere. Whether you’re collaborating from your home office, a Zendesk workspace, or the kitchen table, you’re part of one team at Zendesk.

Zendesk is an equal opportunity employer, and we’re proud of our ongoing efforts to foster global diversity, equity, & inclusion in the workplace. Individuals seeking employment and employees at Zendesk are considered without regard to race, color, religion, national origin, age, sex, gender, gender identity, gender expression, sexual orientation, marital status, medical condition, ancestry, disability, military or veteran status, or any other characteristic protected by applicable law. We are an AA/EEO/Veterans/Disabled employer. If you are based in the United States and would like more information about your EEO rights under the law, please click here.

Zendesk endeavors to make reasonable accommodations for applicants with disabilities and disabled veterans pursuant to applicable federal and state law. If you are an individual with a disability and require a reasonable accommodation to submit this application, complete any pre-employment testing, or otherwise participate in the employee selection process, please send an e-mail to peopleandplaces@zendesk.com with your specific accommodation request.

The US annualized OTE (On Target Earnings) range for this position is $389,000.00-$583,000.00 with a pay mix of 60/40 (base/commission). This position may also be eligible for bonus, benefits, or related incentives. While this range reflects the minimum and maximum value for new hire salaries for the position across all US locations, the offer for the successful candidate for this position will be based on job related capabilities, applicable experience, and other factors such as work location. Please note that the compensation details listed in US role postings reflect the base salary only (or OTE for commissions based roles), and do not include bonus, benefits, or related incentives.

The intelligent heart of customer experience

Zendesk software was built to bring a sense of calm to the chaotic world of customer service. Today we power billions of conversations with brands you know and love.

Zendesk believes in offering our people a fulfilling and inclusive experience. Our hybrid way of working, enables us to purposefully come together in person, at one of our many Zendesk offices around the world, to connect, collaborate and learn whilst also giving our people the flexibility to work remotely for part of the week.