Partner Sales Executive

Zendesk, Inc.; Lisboa; Hybrid; EUR 90,000 - 150,000; Full time

Job summary

Zendesk is seeking a Partner Sales Executive to drive partner-led growth across South EMEA. You will recruit and scale strategic partners, enable co-sell motions with Zendesk teams, and translate AI-enabled capabilities into compelling partner use cases and revenue opportunities.

In this role, you will manage partner pipelines, align regional GTM plans, and collaborate with Sales, Marketing and Product to accelerate partner-led revenue while strengthening relationships with SI, reseller, and

Qualifications

• 8+ years in partner/channel sales or alliance management in SaaS/software.
• Quota-carrying experience with successful partner-driven revenue growth.
• Experience managing commercial negotiations and deals through partner-led motions.
• Ability to translate AI capabilities into partner use cases and monetisation approaches.

Responsibilities

• Execute the partner-sourced and partner-influenced revenue plan for South EMEA; translate market insight into repeatable partner GTM motions.
• Recruit, onboard, and scale a portfolio of partners to grow partner-influenced ARR.
• Lead co-sell motions and large commercial deals with partners, coordinating with Zendesk account teams.
• Enable partners to monetise Zendesk solutions with repeatable onboarding, enablement, and packaged offerings.
• Communicate Zendesk's AI strategy to partners and customers, translating capabilities into opportunities.
• Maintain partner pipeline health, forecast accuracy, and regular performance reviews; elevate opportunities and risks.
• Collaborate with regional Sales, Marketing, Product, and Customer Success to execute partner campaigns.

Skills

Partner sales

Channel sales

Alliance management

GTM strategy

Negotiations

Job description

Join us at Zendesk, where we're on a mission to power exceptional service for every person on the planet. We're accelerating that ambition by building products rooted in AI, automation, and intelligent customer experiences, because behind every interaction lies an opportunity to make a human connection.

Job Description

Join us at Zendesk, where we're on a mission to power exceptional service for every person on the planet. We're accelerating that ambition by building products rooted in AI, automation, and intelligent customer experiences, because behind every interaction lies an opportunity to make a human connection. We're seeking a Partner Sales Executive to drive partner-led growth in the South EMEA region. In this role, you'll recruit and scale strategic partners, execute regional partner GTM motions, and enable partners to sell AI-enabled Zendesk solutions that improve customer experience and drive predictable partner-sourced revenue.

What you'll be doing

• Execute the partner-sourced and partner-influenced revenue plan for South EMEA; convert market insight into repeatable partner GTM motions.
• Recruit, onboard, and scale a portfolio of partners (SIs, resellers, consultancies/BPOs, technology alliances) to grow partner-influenced ARR within the assigned market.
• Lead co-sell motions and mid-to-large commercial deals with partners, coordinating with Zendesk account teams and partner sellers to increase win rates and deal velocity.
• Enable partners to monetise Zendesk solutions: develop repeatable onboarding, enablement, and packaged offerings that shorten time-to-revenue.
• Communicate Zendesk's AI strategy to partners and customers—translate product capabilities into clear partner use cases and commercial opportunities.
• Maintain partner pipeline health, forecast accuracy, and regular performance reviews; elevate opportunities and risks through appropriate internal cadences.
• Collaborate with regional Sales, Marketing, Product, and Customer Success to execute partner campaigns and improve partner experience.

What you bring to the role

8+ years in partner/channel sales, alliance management, or partner GTM roles in SaaS/software, with quota-carrying experience. Demonstrated success recruiting and growing partner relationships and driving partner-influenced revenue at the market level. Experience managing commercial negotiations and leading deals through partner-led motions (mid-market to enterprise). AI fluency: able to explain Zendesk's AI value proposition and translate AI capabilities into partner-friendly use cases and monetisation approaches. Strong communication and presentation skills with ability to engage senior partner stakeholders. Comfortable working in modern SaaS ecosystems and collaborating with Product/Engineering to surface partner feedback. Operational focus and attention to pipeline metrics, forecasting, and repeatable onboarding processes.

Preferred Qualifications

Experience operating in EMEA markets and familiarity with regional partner landscapes. Prior experience packaging partner-ready offerings or service-led plays that accelerate partner sales. Experience with co‑funded partner marketing programs and measuring partner ROI. Exposure to commercialising AI/ML capabilities through partners (generative AI experience is a plus).

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.

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.

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.

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 [e-mail] with your specific accommodation request.