• Utilize a strong Hunting mentality to win net new Enterprise Accounts (companies with 5,000+ employees) • Drive revenue by prospecting and building a pipeline while building strong personal relationships with potential clients • Close new business consistently at or above quota level • Develop and execute a strategic plan for the territory and create reliable forecasts • Work to develop and circulate the set of best practices that will be the foundation of this growing team • Listen to the needs of the market and share with the product and marketing teams • Leverage your skills and your customers’ experience to evolve our product and the sales process continually

• Build a powerful ecosystem of partners that are aligned with our Go To Market priorities and amplify the Zendesk brand in the region • Achieve our Partner sales targets, both across new business as well as expansion opportunities within existing customers • Assess whether you have sufficient capacity and capability from your existing partners and recruit, onboard and enable new partners if you have gaps • Enable our Partners on key Zendesk value propositions and sales plays such that they are a true extension of Zendesk to our mutual clients and prospects. • Train Partners on Zendesk products, systems, Partner Connect portal, and enablement tools • Build a joint business plan with each of your top partners, reviewing progress quarterly. Take appropriate remedial actions if there are gaps in performance (both from a Zendesk and Partner perspective). • Align the regional sales organizations with relevant Partners and ensure there is strong mutual support and understanding. • Act as a liaison between Zendesk Partner ecosystem and the Zendesk Sales Team to help Partners close sales opportunities and to facilitate GTM activities and introductions • Collaborate with Zendesk Marketing and Zendesk Partner Marketing to build, track, and implement joint GTM activities for top-of-the-funnel Partner pipeline and revenue. • Ensure we have high ROI from such investments and ensure timely follow-up of leads • Provide Partners with a magical experience and support them with their queries within Zendesk across functions (such as the Pre-Sales organization, Sales, Sales Operations, Marketing, Enablement, etc.) • Track sales opportunities (leads, deal registration, quotes, etc.) and drive Partner revenue generation activities to achieve agreed-upon targets. • Ensure Partners follow Zendesk’s sales methodology, control deals and forecast accurately. • Keep a continuous focus on building a strong new business pipeline. • Become an authority on Zendesk’s products and conduct discovery calls, presentations, and demos with prospects and customers. • Demonstrate and sell value to key executives during dynamic as well as sophisticated sales cycles. • Be a Zendesk Partner Program ambassador, both internally and externally • Maintain and update Partner information in our CRM tool and provide accurate forecasts on a weekly basis

• Applies talented sales techniques and strong interpersonal and communication skills to build, maintain and deepen customer relationships across an assigned territory. • Provides face-to-face customer contact with a focus on understanding and developing creative solutions to business problems. • Collaboratively partners across Vonage teams to ensure a unified and holistic approach to solution development, implementation and ongoing management. • Assumes shared-ownership of customer satisfaction, account retention, renewal and revenue growth. • Represents the entire range of company products and services to assigned customers, working with customers through the entire planning cycle to ensure their needs and expectations are met.

• Penetrate and close new business within large enterprise accounts across the Benelux region. • Develop and execute multi-threaded account plans, building deep relationship maps from individual developer teams up to C-level executives (CIO, CTO, CISO). • Lead complex commercial negotiations, navigating procurement, legal, and security reviews to structure seven-figure, multi-year agreements. • Coordinate a cross-functional team of Sales Engineers, leadership, and product specialists to deliver value to prospects. • Articulate a clear ROI and build compelling business cases that address the unique technical and financial drivers of large enterprises. • Provide highly accurate and reliable sales forecasts, leveraging our CRM and rigorous qualification methodologies. • Demonstrate resourcefulness and command of every deal, confidently managing timelines and closing business.