Principal Product Manager for Partner Sales

Job Description

Principal Product Manager – Partner Sales | Zendesk

The Tone:
This is a full-time role at Zendesk, located remotely in the USA. Zendesk builds software designed to bring calm to the often chaotic world of customer service, powering billions of conversations with well-known brands. This role is crucial for leading the evolution of Zendesk’s partner technology ecosystem, making the partner experience a significant competitive advantage and driving explosive revenue growth through a frictionless, end-to-end Go-To-Market motion for partners.

The TL;DR
• Role: Full Time
• Type: Full-time
• Location: Remote – USA
• Pay: $183000–$275000 yearly
• Team: IT Department, reporting to Senior Director, GTM Systems
• Mission: This person will own the product vision and execution to create a frictionless, end-to-end Go-To-Market motion for Zendesk’s partners, driving explosive revenue growth.
• Tech Stack: Impartner, Salesforce, Adobe, Zendesk, marketing automation platforms, data warehouses

What You’ll Actually Do
• Define Strategy: Own the product strategy and roadmap for the Partner Sales ecosystem, aligning technology investments with channel revenue goals.
• Optimize Experience: Map and optimize the end-to-end partner journey, from onboarding and enablement to deal registration, pipeline management, and payout.
• Manage 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.
• Accelerate Revenue: Identify points of friction in the partner sales motion and build automated, scalable solutions that accelerate partner deal velocity and reduce administrative overhead.
• Lead Collaboration: 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.

The Must-Haves
• Background: Principal Product Manager or Senior level experience focused on B2B SaaS GTM, Channel Sales, Revenue Operations, or Partner Ecosystems.
• Experience: 8+ years of Product Management experience, with at least 3+ years specifically in B2B SaaS GTM, Channel Sales, Revenue Operations, or Partner Ecosystems. Proven, hands-on experience managing and integrating PRM systems (specifically Impartner) with CRM systems (specifically Salesforce).
• Skills: Deep understanding of indirect sales motions and partner engagement drivers, ability to transition between high-level channel strategy and deep technical requirements, exceptional stakeholder management, and clear communication of complex technical concepts to non-technical audiences.
• Bonus: Direct experience in a Channel Sales or RevOps role before transitioning to Product Management, Salesforce Admin or Impartner certifications, or experience building custom partner portal experiences or APIs from the ground up.