Sr Public Sector Partner Business Manager - SLED - West Region

About Zscaler

Zscaler (NASDAQ: ZS) accelerates digital transformation so that customers can be more agile, efficient, resilient, and secure. The Zscaler Zero Trust Exchange is the company’s cloud-native platform that protects thousands of customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location. 

With more than 10 years of experience developing, operating, and scaling the cloud, Zscaler serves thousands of enterprise customers around the world, including 450 of the Forbes Global 2000 organizations. In addition to protecting customers from damaging threats, such as ransomware and data exfiltration, it helps them slash costs, reduce complexity, and improve the user experience by eliminating stacks of latency-creating gateway appliances. 

Zscaler was founded in 2007 with a mission to make the cloud a safe place to do business and a more enjoyable experience for enterprise users. Zscaler’s purpose-built security platform puts a company’s defenses and controls where the connections occur—the internet—so that every connection is fast and secure, no matter how or where users connect or where their applications and workloads reside.

Reporting to the Director of Public Sector Alliances & Channels, success will be accomplished by establishing professional working relationships and collaborating with Zscaler’s sales teams, our alliance and channel partners, as well as Zscaler Professional Services, Marketing, and Support. Your mission will be to generate new revenue by helping our partners develop a core understanding of Zscaler’s value proposition, and how to position our platform to solve the unique business needs of our partners’ prospects.
 
Additionally, this role has direct responsibility for: 

• Generate Pipeline revenue by driving joint go-to-market (GTM) activity with SLED Channel partner leadership, Channel partner sales executives, and our own internal sales organization.
• Engage with National and Public Sector SLED partner leadership & partner managers to identify new mutual prospects and engagements resulting in new business meetings (NBMs).
• Developing product and sales competency within our core set of regional & national partners, influencing their GTM and sales strategy in alignment with Zscaler’s “CLOSE framework” to develop partner sourced pipeline
• Creating confidence at an executive level, leading to the creation of downstream sales buy-in and technical practice creation
• Sharing analytics with executive and technical champions, and driving further demand for Zscaler’s solution through regular cadence sessions
• Own the development of technical pre-sales & post-sales practices within each focus partners
• Establish and implement selection process, criteria, and controls for selection, management, and performance of alliance & channel partners including regular reviews of contractual obligations with partners and compliance with Zscaler policies, procedures, and ethical standards.
• Oversee & participate in regional QBR’s for the sales team
• Manage organizational, operational, staffing, financial, quality, and customer satisfaction so that targets are consistently met or exceeded by partners. Includes creating and monitoring KPI’s for each partner on a regular interval.

Minimum Qualifications:

• 8 years selling in the SLED marketplace
• 5+ years direct sales experience. Must have achieved quota in all 5+ years
• Demonstrated success leveraging 3rd-party companies to achieve quota
• Solution-selling experience (vs. product-centric sales)
• Superb organizational skills and demonstrated history outlining and establishing sales strategies.
• Superior written and verbal communication skills
• Must be willing to travel throughout the U.S. including attendance at all business reviews and meetings
• Demonstrate leadership that promotes and exemplifies the highest levels of teamwork, personal accountability, and mutual support to the Partner.

Preferred Qualifications

• 5+ years of channel management in SLED preferred but not required
• Experience with progressive, born-in-the-cloud partners is preferred
• Relationships with national security & network VARs desired
• Service Provider and System Integrator experience desirable, but not required (AT&T, Verizon, BT, Accenture, Deloitte, IBM, DXC Technologies)
• Prior working experience in MEDDIC-based sales organizations
• Prior experience with network transformation technologies and any past history working in early-stage technology start-ups.

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