Strategic Leader, Private Equity Relations & Engagement

About Zscaler

Zscaler accelerates digital transformation so our customers can be more agile, efficient, resilient, and secure. Our cloud native Zero Trust Exchange platform protects thousands of customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location.

Here, impact in your role matters more than title and trust is built on results. We believe in transparency and value constructive, honest debate—we’re focused on getting to the best ideas, faster. We build high-performing teams that can make an impact quickly and with high quality. To do this, we are building a culture of execution centered on customer obsession, collaboration, ownership and accountability. 

We value high-impact, high-accountability with a sense of urgency where you’re enabled to do your best work and embrace your potential. If you’re driven by purpose, thrive on solving complex challenges and want to make a positive difference on a global scale, we invite you to bring your talents to Zscaler and help shape the future of cybersecurity.

Role Overview

Reporting to the Global Private Equity Practice Leader, you will be responsible for building and driving engagements with Zscaler’s strategic Private Equity (PE) Partners. The Zscaler PE360 Program works with our PE Partners to drive cyber resiliency, improve EBITDA, mitigate risk and accelerate value creation in their portfolio companies through secure digital transformation, leveraging the Zscaler Zero Trust platform and the broader ecosystem.

In this role, you will serve as the Single Point of Contact for our PE Partners into Zscaler, who’s responsible for building and managing PE firm relationships, commercially negotiating on behalf of the portfolio, ensuring governance, and monitoring the success of our PE partners' portfolio companies. As a strategic partner, you will originate new opportunities and influence sales cycles through a value selling approach that considers the specific transformation needs per portfolio company. You will mobilize the “Best of Zscaler” product specialists, solution engineers, account teams, and industry experts to help non-technical stakeholders understand how technology can impact their investment thesis.

Responsibilities

Strategic Relationship Management

• Establish and maintain strong relationships with strategic Private Equity Partners, acting as the Single Point of Contact into Zscaler for your patch of firms.
• Act as an advocate for the partnership within the Private Equity firm and at Zscaler.
• Manage PE firm stakeholder relationships and understand the intricacies, politics, and strategies required to execute a successful partnership program.
• Define and execute Zscaler’s go-to-market plan for each Private Equity partner with clear success metrics.
• Promote awareness of Zscaler’s Private Equity value propositions internally and externally through speaking and promotional thought leadership events.
• Conduct periodic QBRs with PE partners to enable Zscaler value proposition and share portfolio engagement. 

Commercial / Mid Market Execution & Solutions

• Collaborate with Zscaler account teams (e.g. Sales Reps and Sales Engineers) to identify pipeline and pursuit opportunities within Private Equity firms as well as portfolio companies.
• Engage with account teams and PE portfolio companies to ensure customer success and platform adoption
• Lead commercial partnership negotiations, both defining and performing deal structures with respective account teams.
• Understand the Zscaler product suite and be able to develop solutions to accelerate time to value in Private Equity portfolio companies.
• Support our Private Equity Partners across a range of transaction types e.g. add-ons, standard buyouts and/or carveouts.

Value Creation & Operations

• Assist Private Equity Partners and the Business Value team in developing business cases to quantify potential savings, synergies, and value creation opportunities.
• Orchestrate internal and external portfolio performance reviews to assess operational metrics and effectiveness on a recurring basis with leadership.
• Collaborate with alliance and advisory partners involved in advising Private Equity Partners and their portfolio companies.
• Partner with Zscaler’s sales operations team to manage reporting and KPIs within the PE pillar.
• Engage in escalations from PE partners and timely issue resolution to drive superior CSAT

Required Experience

• 7+ years of relevant professional experience in Private Equity, Strategy Consulting, or