$60000 - $65000 Year
Monday to Friday
Day shift
Health insurance
Paid time off
Employee discount
Others
The Zendesk Marketplace ecosystem has grown to over 1,400 technology apps and integrations around the world, and these partnerships are essential for delivering a coordinated customer support experience for Zendesk’s 140,000+ customers.
We are looking for a highly collaborative, motivated, intellectually curious member to join the Technology Alliances team! The ideal candidate is a relationship builder who appreciates and understands the value exchange dynamics within tech partnerships. You are a highly resourceful individual with strong emotional intelligence, self-motivation and validated attention to detail.
What you'll be doing
As a Tech Partner Manager on the Technology Alliances team, your job will consist of two primary responsibilities. First, you will be directly handling select priority tech partner relationships; acting as the internal subject matter authority in the assigned partner categories and being the main point of contact for the technology partnership within Zendesk. Second, you will be the “face” of many net new partner engagements; leading initial conversations, evaluating partnership opportunities, guiding partners through the onboarding steps, and working with a subset of our Tech Partner ecosystem.
What you bring to the role
The bigger picture:
Given this role is twofold, the more “traditional” Tech Partner Management area will help you understand how Zendesk works with key tech partners - what are the gives and gets, how we navigate partnerships internally, etc. This exposure and understanding will be applied, in a more 1:Many approaches, to your work with Ecosystem partners. Our goal is to better service our partner ecosystem with more useful self-serve tools, identify and onboard new high potential ecosystem tech partners and to help them be more successful in a low touch way.
Let’s investigate into the two aspects of your role.
Tech Partner Manager
Identify, recruit and lead the top tech partners & integrations in your assigned category
Define the overall partner strategy for your assigned categories, in particular the joint solution value and the subset of leading partners that will deliver the highest value for Zendesk and our customers
Success is measured by our key important metrics; closed-won ARR where tech partners are required for that deal to close, and adoption of the partner integration measured by installs and associated ARR
Enable and educate Sales, Solution Consultants, and Customer Success teams on your priority tech partners and categories
Act as the central point of contact for the partnership across a variety of areas including product, sales, and marketing
Ecosystem Partner Development
Lead initial evaluation and screening calls with prospective partners (responding to internal/ customer introductions and inbound inquiries); explain how our partner program works, provide direction to onboarding resources and process, and answer initial questions
Evaluate our current ‘self serve’ model for tech partners
Identify areas of improvement and ways to optimize our self serve / 1:Many tech partner experience, and work with our Strategy & Ops team to implement some of those changes
Preferred Qualifications:
Shown experience in a partnership management (preferably passionate about technology partners) or related business development role in the SaaS space.
Confirmed experience working with tech partners, providing mentorship and support for partners to build market leading solution integrations and driving GTM initiatives; understand and appreciate the value partners can bring to Zendesk’s customers and business.
Experience handling tech partners within the Customer Service / CRM / Contact Center industry would be an advantage.
Collaborative working style - you are comfortable working, at times, as an overlay to the core Tech Alliances Partner Managers. You still appreciate and have a sense of ownership, but not overly territorial about partner relationships when it is a shared model. .
Comfortable creating joint business plans with partners, achieving customer consensus on both sides and tracking performance through ongoing monthly and QBR cadence.
Ability to establish relationships and negotiate with various customer groups internally and externally with partners.
Excellent communication and presentation skills.
Thrive and excel in an ambiguous environment, enjoys working in the “gray”.
Experience with scaling programs or implementing one to many frameworks is a plus.
At ease when discussing product and technical components / capabilities is a plus.
Existing experience with Zendesk’s offering and market is always an encouraged addition.
Where We Work:
Zendesk is an equal opportunity employer, and we’re proud of our ongoing efforts to foster diversity & inclusion in the workplace. Individuals seeking employment 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, physical or mental disability, military or veteran status, or any other characteristic protected by applicable law. By submitting your application, you agree that Zendesk may collect your personal data for recruiting, global organization planning, and related purposes.
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.
Communication
Organizational
Others
No experience needed
Technology
On going position
General Location, within a limited area