Job Description
Position Overview : The Global AWS GTM Leader will set the worldwide Zendesk go to market strategy with AWS and execute on it through a team of Alliance Managers across all regions. This person will be building and driving this strategy with the most senior AWS and Zendesk sales, partner and marketing leaders. They will ‘activate’ the AWS field by raising visibility and evangelising the value of Zendesk’s offerings, especially the new Zendesk for Contact Centre powered by Amazon Connect, to AWS sales and marketing leaders and their teams.
Zendesk’s ambition is to be the leading channel partner for Amazon Connect, and to accelerate Zendesk’s business through co-selling, AWS Marketplace, joint sales plays and pipeline generation programs with AWS. This role will be critical for the growth plans that Zendesk has, and so will have aggressive KPI targets in terms of co-sell business and pipeline growth with AWS and high visibility across the Zendesk executive leadership team. They will build strong relationships with AWS global partner, sales and Industry leaders, and be ever present at global AWS offices and events.Â
Key Responsibilities :
AWS GTM Strategy & Management :Â
Determine areas of priority focus (segment, industry, regions, countries, etc.) to build engagement with AWS field leadership and their teams
Develop and execute WW GTM plan with AWS
Recruit and manage a team of AWS Alliance Managers across all regions
Contact Center - Raise awareness of Zendesk for Contact Center with AWS leadership
Global Sales: Excellence in co-selling
Develop a worldwide framework to scale co-selling with AWS including metrics for success and recommended sales comp strategy for Zendesk AEs, Alliance managers, SPIFF programs to drive co-sell engagement with AWS
Develop materials, tools and enablement required at both AWS and Zendesk
Global Industries: Industry focus and messaging
Work with Zendesk industry leaders to develop AWS specific messaging
Identify joint industries of focus and develop worldwide plan to win together
Build close engagement with AWS global leaders of priority industries
Marketing : WW AWS marketing strategy and execution
Work with AWS and Zendesk global/regional marketing leaders to identify, plan and execute joint campaigns and events to generate pipeline and raise awareness in the AWS field
Requirements :
BA, BS (or equivalent work experience), MBA preferred or equivalent military experience required
10+ years experience in Alliance GTM Leadership – preferably working at, or with, a cloud service provider such as AWS; 7+ years in global role preferred
Experience demonstrating the relevant skills for the role including managing a global complex strategic alliance
Proven track record for successfully 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.
Having worked with AWS is mandatory. Preference for having worked at AWS previously.Â
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 [email protected] with your specific accommodation request.
