Description:
As a Partner Sales Executive you will be part of a growing Partner Sales Team and a critical piece of company growth initiatives in EMEA. You will build, operationalize, and own the plan for partner-led business in your sales territory. Responsibilities include recruiting and onboarding new partners and ensuring Partners achieve our revenue and profitability growth goals for the region and segment while aligning with Zendesk’s strategy. You will also run and lead opportunities with partners and Zendesk Direct Sales colleagues. We are looking for someone with proven achievements in exceeding quotas, embraces a ‘hunter’ mentality, and is passionate about achieving both partner and customer success.
What you get to do everyday
- Build a powerful ecosystem of partners that are aligned with our Go To Market priorities and amplify the Zendesk brand in the region
- Achieve our Partner sales targets, both across new business as well as expansion opportunities within existing customers
- Assess whether you have sufficient capacity and capability from your existing partners and recruit, onboard and enable new partners where there are gaps
- Enable our Partners on key Zendesk value propositions and sales plays such that they are a true extension of Zendesk to our mutual clients and prospects. Train Partners on Zendesk products, systems, Partner Connect portal, and enablement tools
- Build a joint business plan with each of your top partners, reviewing progress quarterly. Take appropriate remedial actions if there are gaps in performance (both from a Zendesk and Partner perspective).
- Align the regional sales organizations with relevant Partners and ensure there is strong mutual support and understanding. Act as a liaison between Zendesk Partner ecosystem and the Zendesk Sales Team to help Partners close sales opportunities and to facilitate GTM activities and introductions
- Collaborate with Zendesk Marketing and Zendesk Partner Marketing to build, track, and implement joint GTM activities for top-of-the-funnel Partner pipeline and revenue. Ensure we have high ROI from such investments and ensure timely follow-up of leads
- Provide Partners with an excellent experience and support them with their queries within Zendesk across functions (such as the Pre-Sales organization, Sales, Sales Operations, Marketing, Enablement, etc.)
- Track sales opportunities (leads, deal registration, quotes, etc.) and drive Partner revenue generation activities to achieve agreed-upon targets. Ensure Partners follow Zendesk’s sales methodology, control deals and forecast accurately.
- Keep a continuous focus on building a strong new business pipeline.
- Become an authority on Zendesk’s products and conduct discovery calls, presentations, and demos with prospects and customers.
- Be a Zendesk Partner Program ambassador, both internally and externally
- Maintain and update Partner information in our CRM tool and provide accurate forecasts on a weekly basis
Education, Experience, And Skills
- Bachelor’s degree
- 5+ years or more in selling business-to-business, with 3 of those years of experience in a high tech, fast paced software SaaS company
- Quota carrying experience with a track record of over-achieving sales targets
- Proficiency with various software applications programs, including: Google Apps, CRM, Docs, Spreadsheets, Presentations etc.
- Strong prospecting, as well as having excellent time management and organization capabilities
- Tenacity, drive, and motivation to be a top performer who exceeds expectations.
- Excellent interpersonal and communication skills (verbal and written) including outstanding video conference presence
- Proficient in creating business plans with C-level stakeholders that guide and ensure successful execution with partners as well as internal stakeholders.
- Significant experience selling within the software/SaaS industry
- Self motivated and accountable with a tenacious work ethic to over-achieve targets and find innovative solutions to obstacles
- Must be flexible and comfortable working in a fast-paced, high growth, and collaborative environment
- Knowledge of a sales methodology (i.e. Sandler, Challenger Sales etc.) a plus; ability to coach others throughout a sales cycle and experience with forecasting.
- Strong analytical skills; experience building reports and dashboards, working with BI tools a plus
- Fluency in English, any CEE language would be an advantage