Principal Partner Sales Executive

This is a fully remote position, open to applicants in United Kingdom, +3 more countries.

📋 Description

• Implement the revenue strategy sourced from partners and influenced by partners for CCaaS across EMEA and APAC.

• Transform market insights into consistent partner go-to-market initiatives.

• Recruit, onboard, and develop a diverse portfolio of CCaaS partners, including system integrators, resellers, consultancies, BPOs/MSPs, and technology alliances.

• Enhance partner capabilities in areas such as contact center transformation, voice, AI, automation, and customer experience solutions.

• Drive co-selling efforts and manage mid-to-large commercial CCaaS opportunities in collaboration with partners.

• Work closely with Zendesk account teams and partner sales personnel to boost win rates and accelerate deal closure.

• Create repeatable onboarding, training, packaged offerings, and service-oriented strategies to expedite revenue generation.

• Articulate Zendesk’s AI and CCaaS strategy to partners and clients.

• Convert product features into distinct use cases and commercial prospects.

• Monitor the health of the partner pipeline, ensure forecast accuracy, and conduct regular performance evaluations across EMEA and APAC.

• Identify and escalate opportunities and risks through the appropriate internal processes.

• Collaborate with Sales, Marketing, Product, Solutions Consulting, and Customer Success teams.

• Implement partner campaigns and enhance the partner experience.

• Relay regional and partner insights to Product and Engineering to influence Zendesk’s CCaaS and AI roadmap.

⛳️ Requirements

• Over 8 years of experience in partner/channel sales, alliance management, or partner go-to-market roles within the SaaS/software sector, with quota-carrying responsibilities.

• Proven track record in recruiting and scaling partners while driving partner-influenced revenue across EMEA and/or APAC.

• Experience in closing or influencing partner-led CCaaS, contact center, customer experience, or similar SaaS transactions.

• Background in managing commercial negotiations and leading partner-driven opportunities from mid-market to enterprise levels.

• Comprehensive understanding of the contact center ecosystem, including system integrators, resellers, BPOs/MSPs, technology alliances, and cloud or communications providers.

• Practical knowledge of AI, including the ability to articulate AI strategies, specific use cases, and monetization opportunities for partners.

• Experience in influencing cross-functional internal teams and coordinating complex regional partner initiatives.

• Excellent communication and presentation skills.

• Ability to work comfortably across various countries, cultures, and time zones.

• Strong operational focus on pipeline metrics, forecasting, partner performance, and standardized onboarding processes.

• Experience working across EMEA and APAC markets.

• Familiarity with CCaaS, contact center transformation, customer experience, CRM, voice, or workforce engagement solutions.

• Experience in developing partner-ready offerings, implementation services, or service-oriented strategies.

• Involvement in co-funded partner marketing initiatives and measuring partner ROI.

• Familiarity with commercializing AI/ML capabilities through partnerships; experience with generative AI is a plus.

• Proficiency in one or more additional languages from the EMEA or APAC regions is an advantage.

🏝️ Benefits

• Flexible remote work options for part of the week, as part of Zendesk's hybrid working model.

• Opportunities to meet in person at Zendesk offices to connect, collaborate, and learn.

• Reasonable accommodations available for applicants with disabilities and disabled veterans.

• An inclusive workplace that promotes equal opportunity employment.