Principal Product Manager - Partner Sales

Job Description

Department: Information Technology (IT) Reports To: Senior Director, GTM Systems

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.

What You Will Do

Define the Vision & Roadmap: Own the product strategy and roadmap for the Partner Sales ecosystem, aligning technology investments with channel revenue goals.

Optimize the Partner Experience: Map and optimize the end-to-end partner journey, from onboarding and enablement to deal registration, pipeline management, and payout.

Own Core Integrations: 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.

Drive Revenue Velocity: Identify points of friction in the partner sales motion and build automated, scalable solutions that accelerate partner deal velocity and reduce administrative overhead.

Cross-Functional Leadership: 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.

Define & Track Success: Establish clear KPIs for partner platform adoption, system performance, and channel revenue impact. Use data to iterate and continuously improve the partner portal experience.

What You Bring

Experience: 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.

Domain Expertise: Deep understanding of indirect sales motions (VARs, SIs, MSPs, and Tech Alliances) and what drives partner engagement and channel revenue.

Technical Chops: Proven, hands-on experience managing and integrating PRM systems (specifically Impartner ) with CRM systems (specifically Salesforce ).

Ecosystem Knowledge: Familiarity with integrating partner ecosystems into broader GTM toolchains, including Zendesk, marketing automation platforms, and data warehouses.

Strategic Execution: Ability to seamlessly transition between high-level channel strategy and deep technical requirements with engineering teams.

Communication: Exceptional stakeholder management skills, with the ability to influence cross-functional leaders and clearly communicate complex technical concepts to non-technical audiences.

Bonus Points

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.

Why Join Us?

Lead the transformation of our partner ecosystem through innovative GTM technology, platform integrations, and scalable channel solutions.

Work closely with channel leadership and revenue teams to directly impact partner revenue growth and operational efficiency.

Be part of a collaborative, forward-thinking GTM Product team with ownership over top-tier enterprise technology.

Enjoy a competitive salary and a comprehensive benefits package designed to support you in and out of the office.

The US annualized base salary range for this position is $208,000.00-$312,000.00. This position may also be eligible for bonus, benefits, or related incentives. While this range reflects the minimum and maximum value for new hire salaries for the position across all US locations, the offer for the successful candidate for this position will be based on job related capabilities, applicable experience, and other factors such as work location. Please note that the compensation details listed in US role postings reflect the base salary only (or OTE for commissions based roles), and do not include bonus, benefits, or related incentives.

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 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.