Senior Director, Technology Alliances
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Job Description
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 team’s 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. You’ll 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 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.