RVP, Partner Sales

Job Description

We are seeking a strategic and hands‑on RVP of Partner Sales for EMEA to build a scalable, incremental indirect business. Reporting to the Global SVP of Partner Sales, you will lead the regional ecosystem to drive lead generation, revenue growth (new and expansion), and exceptional customer outcomes. As a critical partner to the sales leadership team, you will own the EMEA partner strategy and be directly accountable for exceeding revenue targets.

• Strategic Leadership:
  Design and execute a vision for a high‑growth partner ecosystem across EMEA.
• Revenue Ownership:
  Drive all new and expansion partner‑led revenue initiatives to meet and exceed targets.
• Cross‑Functional
  
  Collaboration:
  
  Align with sales leadership to integrate partner motions into broader market expansion goals.
• Market Expansion:
  Build a diverse network of partners that enhances service delivery and customer value.
• Operational Excellence:
  Serve as a "hands‑on" leader, actively participating in high‑impact deals and partner development.

As the RVP of Partner Sales (EMEA), you will lead Zendesk’s indirect sales strategy, fostering a profitable ecosystem that scales across SMB, Commercial, and Enterprise segments.

• Drive Regional Growth:
  Direct Zendesk’s EMEA sales activities through a robust partner ecosystem, consistently meeting partner‑sourced revenue and booking targets.
• Strategic Planning:
  Develop and execute long‑term sales plans, establishing clear goals, quotas, and performance tracking mechanisms.
• Predictable Execution:
  Manage rigorous weekly forecasting and maintain healthy pipeline creation and coverage metrics.
• Cross‑Functional Alignment:
  Partner with Sales and GTM leadership to unify execution and integrate partner motions into the broader regional strategy.

• Optimize the Portfolio:
  Onboard and mature relationships across a diverse range of partners, including Distributors, Resellers, SIs, MSPs, and BPOs.
• Recruit & Enable:
  Identify and activate new partners to generate incremental pipeline and accelerate their time‑to‑revenue.
• Leverage Expertise:
  Collaborate with partners to capitalize on their industry domain expertise and regional specialization.
• Cultivate
  
  Experience:
  
  Create a differentiated, high‑value partner experience that remains deeply aligned with Zendesk’s core values.

• Build World‑Class Teams:
  Lead regional hiring, territory mapping, and organizational design to ensure optimal coverage.
• Develop Talent:
  Foster a culture of high performance through active coaching, mentorship, and continuous training.

• Strategic & Agile Leadership:
  You bring the best practices of large‑scale organizations but thrive in fast‑moving, agile environments. You are a natural innovator who can lead change and navigate ambiguity to 'make it happen.'
• People Development: A proven track record of managing high‑performance teams, fostering a culture of loyalty and trust, and energizing cross‑functional groups to achieve collective goals.
• Relationship Management:
  The ability to interface effectively at all levels, building strong internal and external partnerships in a team‑oriented environment.

• Results‑Oriented Drive: A 'whatever it takes' attitude paired with a tireless work ethic. You have the emotional intelligence to know when to push for results and when to pivot strategies.
• Visionary Execution:
  Demonstrated success in setting the strategy for a maturing partner ecosystem while staying aligned with global company objectives.
• Hands‑on Mentality:
  You are positive, energetic, and willing to roll up your sleeves to drive successful business outcomes alongside your team.

• EMEA Channel Expertise: 10+ years of commercial experience building and scaling channel programs across the EMEA region.
• Ecosystem Mastery:
  Significant experience driving profit and sales through a diverse mix of partners, including SIs, MSPs, BPOs, Distributors, and Resellers.
• Enterprise Fluency: A proven track record of managing large enterprise accounts and delivering…