RVP, Partner Sales

Responsibilities

• Design and execute a vision for a high-growth partner ecosystem across EMEA.
• Drive all new and expansion partner-led revenue initiatives to meet and exceed targets.
• Align with sales leadership to integrate partner motions into broader market expansion goals.
• Build a diverse network of partners that enhances service delivery and customer value.
• Actively participate in high-impact deals and partner development.
• Direct Zendesk’s EMEA sales activities through a robust partner ecosystem, consistently meeting partner-sourced revenue and booking targets.
• Develop and execute long-term sales plans, establishing clear goals, quotas, and performance tracking mechanisms.
• Manage rigorous weekly forecasting and maintain healthy pipeline creation and coverage metrics.
• Partner with Sales and GTM leadership to unify execution and integrate partner motions into the broader regional strategy.
• Onboard and mature relationships across a diverse range of partners.

• 10+ years of commercial experience building and scaling channel programs across the EMEA region.
• Significant experience driving profit and sales through a diverse mix of partners, including SIs, MSPs, BPOs, Distributors, and Resellers.
• A proven track record of managing large enterprise accounts and delivering consistent indirect sales results.
• Strong business planning and forecasting skills with a deep understanding of partner financials and profitability models.
• Exceptional communication skills with the ability to build consensus, drive alignment with sales leaders, and instill a growth mindset within the partner community.
• Occasional travel is required, always with a clear purpose and objective.

• channel programs
• sales planning
• forecasting
• partner financials
• profitability models
• revenue initiatives
• pipeline creation
• performance tracking

• communication
• consensus building
• alignment
• growth mindset
• relationship management