Senior Director, Technology Alliances

Job Description

About Us:

Zendesk is a leader in customer experience solutions driving innovation through strategic partnerships and technology. Our Technology Alliances organization focuses on cultivating and managing an ecosystem of high-impact technology relationships to enhance Zendesk products and accelerate business growth particularly within the customer service and contact center space.

Position Overview:

Key Responsibilities:

AWS Alliance Strategy & Management:

• Define the overall vision strategy and plans for the AWS Alliance in close collaboration with the Zendesk AWS GTM Leader

• Be the expert in all AWS GTM and product programs that Zendesk can participate in

• Own the current Strategic Collaboration Agreement (SCA) ensuring we meet all product and GTM metrics commitments and receive all the benefits available in the agreement

• Take the lead to negotiate SCAs for new areas of business that Zendesk invests in such as Amazon Connect and Amazon Bedrock

• Build relationships across Product Marketing and GTM to support AWS Alliance priorities advise on how the AWS strategic partnership can accelerate their own priorities and ensure that Alliances can deliver on its partner obligations. Support the VP of Technology Alliances to evangelize the teams progress and key outcomes with these leaders

AWS Executive Engagement:

• Primary interface with the AWS Global Partner and Product organisations

• EBCs Executive product and partner stakeholder relationship management

Marketing:

• Identify priority global and regional events and sponsorships that both Zendesk and AWS will invest in to drive awareness of joint offerings and pipeline growth eg; AWS re:Invent AWS Regional Summits Zendesk SKO Zendesk Relate

• Lead initiatives that maximize AWS MDF support

GTM Programs:

• Gain and maintain AWS Competencies (eg; GenAI Retail Finserve SMB etc)

• Maintaining SDP for Connect and Bi Annual Foundation Technical Reviews

• MAP/POC funding MWP (must win pricing) programs SaaS Co-Sell Benefit Exception program

AWS Marketplace:

• AWS Marketplace operations management vendor insights pricing and programs updates eg; CPPO GBP/EUR License Pooling etc

Product:

• POC funding development funding and joint innovation opportunities

• Amazon Connect: resell OEM model/pricing GTM process alignment etc

• Amazon Bedrock: AI model evaluation and migration planning AI co-development eg; Voice AI

Requirements:

• BA BS (or equivalent work experience) MBA preferred or equivalent military experience required

• 10 years experience in Alliance Leadership preferably working at or with a cloud service provider such as AWS; 7 years in global role preferred. Having worked with AWS is mandatory.

• Experience demonstrating the relevant skills for the role including managing a global complex strategic alliance

• Proven track record for successfully leveraging strategic programs and growing business through a strategic alliance with AWS

• Established relationships with global leaders within AWS and deep experience in navigating the AWS organisation and programs

• Industry knowledge of Cloud Service Provider (AWS) strategy and roadmap required

• Experience applying scale to an existing alliance. Youll be the person to determine how we should be growing with AWS globally.

• You are a quick autonomous operator and strategic thinker with a bias for execution and results driven

• 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 US annualized base salary range for this position is $223000.00-$335000.00. 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.

Zendesk is an equal opportunity employer and were 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 with your specific accommodation request.