VP, Partner Strategy

Zendesk is currently seeking a highly experienced individual as Vice President of Partner Sales Strategy. The ideal candidate will have a substantial background working within a SaaS company, focused on indirect channels, systems integrator and BPO ecosystems, partner economics, and incentives. They should also have a deep understanding of marketplace strategy and monetization.

The Vice President of Partner Sales Strategy will be instrumental, not only in driving growth from indirect channels but also in establishing robust, profitable partner ecosystems. This includes developing key strategies to expand partner tooling, enablement plans, and programs. Demonstrated experience working effectively with global cross-functional teams is also a must.

Responsibilities:

• Act as Strategy business partner and advisor to the Global SVP of partner sales and the senior leadership team
• Drive growth from indirect channels by devising and executing long-term strategic initiatives for partner programs, focusing on both system integrator and BPO ecosystems.
• Profound understanding and ability to optimize partner economics and incentives for both acquisition and retention of high-value partners.
• Develop a comprehensive marketplace strategy that accelerates monetization and indirect sales.
• Streamline deal registration and lead routing processes to ensure smooth business operations and partner satisfaction.
• Create and implement innovative partner lead generation campaigns to support partner sales and drive revenue.
• Oversee auditing processes for partners’ technical and commercial capability and capacity, ensuring ongoing performance and compliance.
• Work collaboratively with global cross-functional teams to align on partner strategy and overall corporate goals.
• Constantly analyze market trends, competitive landscapes, and partner feedback to adjust strategies as required.
• Measure and report on key success metrics relating to partner program effectiveness and return on investment.

Minimum Requirements:

• 15+ years’ proven experience in partner sales strategy, particularly in a SaaS environment.
• Deep understanding of partner economics, marketplace strategy, monetization, and indirect sales channels.
• Extensive knowledge of the systems integrator and BPO ecosystems and partner incentives.
• Solid understanding of deal registration and lead routing processes.
• Demonstrated experience collaborating with global cross-functional teams.
• Excellent leadership skills with experience managing high-performing teams.
• Exceptional communication and interpersonal abilities.
• Strong analytical skills, with the ability to draw insights from data to inform strategic decisions.
• Bachelor’s degree in Business, Marketing or a related field. An MBA is a plus.

The US annualized base salary range for this position is $236,000.00-$354,000.00.