AWS Alliance Director UKI

Job Description

About Us:

Zendesk is a leader in customer experience solutions, driving innovation through strategic partnerships and technology. Our Partner Sales organization focuses on cultivating and managing high-impact relationships to accelerate business growth, particularly within the customer service and contact center space.

Position Overview:

The focus of this role is to develop and execute the AWS go to market strategy for the country of focus. This leader will have to influence Zendesk country leadership on the value of AWS to drive business growth and be the advocate for AWS within the country. They will ‘activate’ the AWS field by raising visibility and evangelising the value of Zendesk’s offerings, especially the new Zendesk for Contact Centre powered by Amazon Connect, to AWS sales and marketing leaders and their teams. Zendesk’s ambition is to be the leading channel partner for Amazon Connect, and to accelerate Zendesk’s business through co-selling and pipeline generation programs with AWS. There will be a need to be ever present at local AWS offices and events. The main interfaces for this person will be the AWS country Partner Development Manager (PDM), Sales, Partner, and industry leaders.

Key Responsibilities:

• Country Sales & Marketing engagement:

  • Contact Center - Raise awareness of Zendesk for Contact Center with AWS and Zendesk leadership and sales teams

  • AWS SMB sales - build engagement with AWS SMB (<500 seats companies) and Zendesk country leaders, leverage AWS SMB partner programs to raise visibility and accelerate Zendesk GTM

  • Industry sales - build close engagement between Zendesk and AWS sales leaders for the top 2-3 country industries, execute a program of joint sales plays, sales enablement and events

  • Country sales - be omnipresent and build close engagement between Zendesk and AWS country sales and partner leaders, identify sales activities and events to raise visibility/enablement

  • Event Sponsorship - proactively drive country and regional event sponsorships, for both Zendesk and AWS led events

  • Marketing - proactively engage with AWS and Zendesk marketing to plan and support ongoing joint campaigns with AWS SMB, industry and country sales level to generate pipeline

• AWS ACE CRM: Register opportunities, exceed country Strategic Collaboration Agreement (SCA) ‘launched’ commitment targets

• Co-sell: Drive deal alignment and co-sell with AWS account executives and specialist sales teams for AI and Amazon Connect, resolve any conflicts

• AWS Marketplace: Advise and support Zendesk sales on transacting via AWS Marketplace where customers require it

• Enablement: Build country specific sales plays, call down days, lead and account mapping, win stories working with AWS and Zendesk sales and marketing leaders

Requirements:

• Extensive experience managing an in-country or regional strategic alliance with AWS, ideally with a major AWS ISV partner

• Direct experience working with AWS sales and marketing leaders in the relevant country or region, and navigating the AWS organisation

• Having worked closely with AWS is mandatory. Experience working directly for AWS within the sales or partner organisation would be preferred

• Deep understanding of the AWS go to market approach and programs that alliance partners can leverage to accelerate and grow go to market success

• Demonstrable success growing business through an AWS alliance, in terms of co-sell, Marketplace and pipeline generation

• You’ve worked with sales and partner teams to find and close enterprise SaaS deals

• Experience applying scale to an existing alliance. You’ll be the person to determine how we should be growing with AWS in country and region.

• You are a quick, autonomous operator and strategic thinker

• Organized and focused to track the multiple workstreams and drive them to successful execution

• You take initiative when you see work that needs to be done

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.

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.