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Own and grow Five9’s partner ecosystem across EMEA—CRM alliances (Salesforce, ServiceNow, Zendesk, Microsoft), ISV/Select (including WEM partners Verint, Calabrio, Cresta, Level AI), and GSIs (e.g., Deloitte, Accenture, Slalom, Perficient, Persistent, Cognizant, Kyndryl, IBM and others). Execute a growth strategy in alignment with both the Strategic Partner Alliances team and our EMEA sales leadership. Partner closely with HPPAI to stand up AI practices.
Responsibilities
- Regional GTM ownership: Build and execute EMEA partner business plans by segment (CRM / ISV‑Select / WEM / GSI) with targets for pipeline, ACV, and new logos.
- Power‑of‑3 plays: Orchestrate tri‑party motions (Five9 + hyperscaler + GSI) including aligned SPIFFs, joint account planning, and co‑marketing.
- Practice development (HPPAI): Launch and scale partner AI practices across EMEA with enablement → GTM → reporting; ensure TQL/SAO capture and attribution.
- Certification & delivery quality (CIP): Drive Certified Install Partner ramp (VCC, Digital, IVA, Agent Assist) to improve first‑time‑right delivery and Day‑2 readiness.
- CRM alliance execution: Navigate deal registration and royalties, relationship mapping, and coopetition dynamics; secure preference for Five9 on strategic pursuits.
- ISV/Select portfolio vitality: Coordinate with global ISV team on contracting, solution validation/sandboxes, and quarterly add/drop decisions to keep the Select portfolio fresh.
- Executive sponsorship: Identify and cultivate empowered partner exec sponsors; maintain relationship maps (Exec, Field, Solution) and run quarterly JBP/QBRs.
- Forecasting & governance: Maintain accurate partner‑influenced/sourced forecasts; publish quarterly KPIs and insights; contribute to program improvements and global playbooks.
- Work closely with Sales, RevOps, Legal, Product, Marketing, and Customer Success to remove friction and keep timelines on track.
Success Metrics (KPIs)
- Partner‑influenced ACV closed and partner‑sourced pipeline (quarterly).
- CIP partners in EMEA
- Attach‑rate of WEM/Select on new logos; renewal/expansion ACV for WEM
- Number of Power‑of‑3 wins; number of CIP certifications live in region.
- AI practice output: TQLs, SAOs, and AI‑influenced ACV.
- Regional new‑logo growth and revenue mix outside the US.
Qualifications (Requirements)
Must‑have:
- 10+ years in alliances/channel/partner sales within enterprise SaaS; 5+ years covering EMEA markets.
- Proven success co‑selling and co‑delivering with GSIs and ISVs; hands‑on with deal desks and late‑stage execution.
- Working knowledge of CCaaS/CX, WEM (WFM/AQM), and AI‑assisted contact center solutions.
- Comfort with CRM ecosystems (Salesforce, ServiceNow, Microsoft, Zendesk), including deal registration and royalty mechanics.
- Program‑building experience: certifications/enablement, QBR/JBP rigor, pipeline governance.
- Strong commercial acumen (margins, discounts, resell mechanics) and stakeholder management across Sales, Product, RevOps, and Legal.
- Fluent English; additional European language (DE/FR/ES/IT or others) highly preferred.
- Based in EU/UK with right to work; willing to travel 30–40%.
Nice‑to‑have:
- Experience launching partner AI practices (enablement → GTM → reporting) and tracking TQL/SAO.
- Work with hyperscaler marketplaces and multi‑party incentive designs.
- Familiarity with GDPR and public‑sector procurement frameworks in key EMEA markets.
Five9 embraces diversity and is committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better we are. Five9 is an equal opportunity employer.
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Note: Five9 will never request that an applicant send money as a prerequisite for commencing employment with Five9.
