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.

Key Responsibilities

• 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.

What You’ll Do

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.

Strategy & Revenue Leadership

• 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.

Ecosystem & Relationship Management

• 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.

Team Leadership

• 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.

What You Bring to the Role

Pivotal Experience

• 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.

Leadership Capabilities

• 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.

Requirements & Qualifications

• 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 consistent indirect sales results.

• Financial Acumen: Strong business planning and forecasting skills with a deep understanding of partner financials and profitability models.

• Collaboration & Communication: Exceptional communication skills with the ability to build consensus, drive alignment with sales leaders, and instill a growth mindset within the partner community.

Logistics

• Purposeful Travel: Occasional travel is required, always with a clear purpose and objective.

The intelligent heart of customer experience

Zendesk software was built to bring a sense of calm to the chaotic world of customer service. Today we power billions of conversations with brands you know and love.

Zendesk believes in offering our people a fulfilling and inclusive experience. Our hybrid way of working, enables us to purposefully come together in person, at one of our many Zendesk offices around the world, to connect, collaborate and learn whilst also giving our people the flexibility to work remotely for part of the week.

As part of our commitment to fairness and transparency, we inform all applicants that artificial intelligence (AI) or automated decision systems may be used to screen or evaluate applications for this position, in accordance with Company guidelines and applicable law.

Zendesk is an equal opportunity employer, and we’re proud of our ongoing efforts to foster global diversity, equity, & inclusion in the workplace. Individuals seeking employment and employees at Zendesk are considered without regard to race, color, religion, national origin, age, sex, gender, gender identity, gender expression, sexual orientation, marital status, medical condition, ancestry, disability, military or veteran status, or any other characteristic protected by applicable law. We are an AA/EEO/Veterans/Disabled employer. If you are based in the United States and would like more information about your EEO rights under the law, please click here.

Zendesk endeavors to make reasonable accommodations for applicants with disabilities and disabled veterans pursuant to applicable federal and state law. If you are an individual with a disability and require a reasonable accommodation to submit this application, complete any pre-employment testing, or otherwise participate in the employee selection process, please send an e-mail to peopleandplaces@zendesk.com with your specific accommodation request.