Principal Product Manager - Partner Sales

Zendesk provides software designed to improve customer service experiences. The Principal Product Manager will own the vision, strategy, and execution for the Partner Sales technology ecosystem, integrating PRM platforms such as Impartner with Salesforce, Adobe, and other GTM systems. The role will optimize partner workflows, accelerate channel revenue, and lead cross-functional delivery and measurement.

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:

• 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
• Deep understanding of indirect sales motions (VARs, SIs, MSPs, and Tech Alliances) and what drives partner engagement and channel revenue
• Proven, hands-on experience managing and integrating PRM systems (specifically Impartner) with CRM systems (specifically Salesforce)
• Familiarity with integrating partner ecosystems into broader GTM toolchains, including Zendesk, marketing automation platforms, and data warehouses
• Ability to seamlessly transition between high-level channel strategy and deep technical requirements with engineering teams
• Exceptional stakeholder management skills, with the ability to influence cross-functional leaders and clearly communicate complex technical concepts to non-technical audiences
• 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