Principal Partner Sales Executive

📋 Description

• Develop a robust network of partners that align with our Go To Market objectives and enhance the Zendesk brand in the area.

• Meet our Partner sales goals, focusing on both acquiring new business and expanding within current customers.

• Evaluate if your existing partners provide adequate capacity and capability, and recruit, onboard, and empower new partners if necessary.

• Equip our Partners with key Zendesk value propositions and sales strategies, ensuring they effectively represent Zendesk to our mutual clients and prospects.

• Provide training for Partners on Zendesk products, systems, the Partner Connect portal, and enablement resources.

• Create a collaborative business plan with each of your top partners, assessing progress on a quarterly basis and taking corrective actions if performance gaps arise (from both Zendesk and Partner perspectives).

• Align the regional sales teams with relevant Partners to ensure strong mutual support and alignment.

• Serve as a conduit between the Zendesk Partner ecosystem and the Zendesk Sales Team to assist Partners in closing sales opportunities and facilitating GTM initiatives and introductions.

• Work alongside Zendesk Marketing and Zendesk Partner Marketing to devise, monitor, and execute joint GTM activities for the Partner pipeline and revenue at the top of the funnel.

• Ensure high ROI from investments and guarantee timely follow-up on leads.

• Deliver an exceptional experience for Partners and assist them with inquiries across various functions within Zendesk (including Pre-Sales, Sales, Sales Operations, Marketing, Enablement, etc.).

• Monitor sales opportunities (leads, deal registration, quotes, etc.) and drive Partner revenue generation efforts to meet set targets, ensuring adherence to Zendesk’s sales methodology and accurate deal control and forecasting.

• Maintain a consistent focus on developing a strong new business pipeline.

• Become a subject matter expert on Zendesk’s products, conducting discovery calls, presentations, and demonstrations for prospects and customers.

• Showcase and communicate value to key executives during both dynamic and complex sales processes.

• Represent the Zendesk Partner Program as an ambassador, both internally and externally.

• Keep Partner information updated in our CRM tool and provide precise forecasts on a weekly basis.

⛳️ Requirements

• Bachelor's degree.

• Over 10 years of experience in business-to-business sales, with at least 3 years in a high-tech, fast-paced software SaaS environment.

• Proven track record in quota-carrying roles, consistently exceeding sales targets.

• Proficient in a variety of software applications, including Google Apps, CRM, Docs, Spreadsheets, etc.

• Strong prospecting skills along with excellent time management and organizational abilities.

• Tenacity, drive, and determination to be a top performer who surpasses expectations.

• Exceptional interpersonal and communication skills (both verbal and written), including a strong presence in video conferences.

• Ability to create business plans with C-level stakeholders that guide and ensure successful execution with both partners and internal teams.

• Extensive experience in selling within the software/SaaS industry.

• Familiarity with a sales methodology (e.g., Sandler, Challenger Sales, etc.) is a plus; ability to mentor others throughout a sales cycle and experience in forecasting.

• Strong analytical skills; experience in building reports and dashboards, with knowledge of BI tools being a plus.

🏝️ Benefits

• Flexible working hours.

• Professional development opportunities.

• Paid time off.