Principal Product Manager - Partner Sales

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.

Responsibilities

• 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.

Requirements

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.

Qualifications

Education: Bachelor's degree in Computer Science, Business Administration, or a related field.

Additional Certifications: Salesforce Admin or Impartner certifications preferred.

Skills

Product Management: Strong product management skills, including strategy development, roadmap creation, and stakeholder management.

Technology Integration: Hands-on experience with PRM systems (Impartner), CRM systems (Salesforce), and other internal GTM systems.

Channel Sales: Experience in B2B SaaS GTM, Channel Sales, Revenue Operations, or Partner Ecosystems.

Technical Skills: Proficiency in programming languages, database management, and web development.

Benefits

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.

Comprehensive benefits package designed to support you in and out of the office.

Hybrid work model enabling in-person collaboration and remote work flexibility.

Equal Opportunity Employer: Zendesk is committed to fostering a diverse and inclusive workplace.

Reasonable Accommodations: Applicants with disabilities and disabled veterans can request reasonable accommodations.