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About the Role

We are seeking a highly strategic and experienced Principal Product Manager for Partner Sales to lead the evolution of our partner technology ecosystem. The partner channel is a critical pillar for our next phase of explosive revenue growth. In this role, you will own the product vision and execution required to make our partner experience a significant competitive advantage. You will be the driving force behind creating a frictionless, end-to-end Go-To-Market (GTM) motion for our partners. By owning the integration between Partner Relationship Management (PRM) platforms like Impartner, and core internal GTM systems (including Salesforce, Adobe), you will ensure our partners have the tools, data, and seamless workflows they need to co-sell, register deals, and scale revenue effortlessly.

Responsibilities

Define the product strategy and roadmap for the Partner Sales ecosystem, aligning technology investments with channel revenue goals.
Map and optimize the end-to-end partner journey, from onboarding and enablement to deal registration, pipeline management, and payout.
Lead the technical strategy and product execution for deeply integrating Impartner with Salesforce, Adobe and other internal GTM systems to ensure real-time data syncs and unified workflows.
Identify points of friction in the partner sales motion and build automated, scalable solutions that accelerate partner deal velocity and reduce administrative overhead.
Partner closely with Channel Sales Leadership, Revenue Operations, Engineering, and Partner Marketing to define requirements and deliver solutions that serve both internal stakeholders and external partners.
Establish clear KPIs for partner platform adoption, system performance, and channel revenue impact.
Use data to iterate and continuously improve the partner portal experience.

Requirements

8+ years of Product Management experience, with at least 3+ years specifically focused on B2B SaaS GTM, Channel Sales, Revenue Operations, or Partner Ecosystems at a Principal or Senior level.
Deep understanding of indirect sales motions (VARs, SIs, MSPs, and Tech Alliances) and what drives partner engagement and channel revenue.
Proven, hands-on experience managing and integrating PRM systems (specifically Impartner) with CRM systems (specifically Salesforce).
Familiarity with integrating partner ecosystems into broader GTM toolchains, including Zendesk, marketing automation platforms, and data warehouses.
Ability to seamlessly transition between high-level channel strategy and deep technical requirements with engineering teams.
Exceptional stakeholder management skills, with the ability to influence cross-functional leaders and clearly communicate complex technical concepts to non-technical audiences.
Direct experience working in a Channel Sales or RevOps role before transitioning to Product Management.
Salesforce Admin or Impartner certifications.
Experience building custom partner portal experiences or APIs from the ground up.

Skills

Product Management
B2B SaaS GTM
Channel Sales
Revenue Operations
Partner Ecosystems
PRM systems (Impartner)
CRM systems (Salesforce)
Zendesk
Marketing automation platforms
Data warehouses
Stakeholder management
Technical communication

Location

Work Type

Hybrid

Experience Level

Principal
Senior

Salary/Compensations

$208,000.00-$312,000.00

Benefits

Competitive salary
Comprehensive benefits package

About the Company

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.
Zendesk is on a mission to simplify the complexity of business and make it easy for companies and customers to create connections.
Our customer experience software unlocks the power of billions of interactions, enabling businesses to build rich, meaningful relationships with their customers.
Our offices reflect the global cities we call home, and have spaces for collaboration, quiet, and events.
With our hybrid approach, you’ll experience flexibility and connection, collaboration, and learning with your team.

Equal Opportunity

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.