Business Development Director

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.

Position Overview:

**Candidates must be in the Bay Area**

The Business Development Director will drive success by strengthening Zscaler’s technology partner ecosystem by uncovering new use cases and technical integrations to create unique value for our joint customers, and recruit partners to address customer demand.  You will collaborate with the product, marketing and GTM teams to create/enhance solutions, develop collateral and enable GTM teaming on demand gen and sales.  Success will be measured with a focus on revenue, market share gains, and overall competitiveness. 

The ideal candidate has a sales farmer mentality to understand and optimally manage partnerships, coupled with strategic business acumen to identify, prioritize, and develop the right partnerships to enable Zscaler growth while making our customers successful.  The individual should be an execution-focused team player that displays maturity, commands trust and inspires confidence; with excellent people and technical skills and the ability to thrive in in a dynamic, competitive environment where multi-tasking is the norm.

Responsibilities/What You'll Do:

• Own developing a strong ecosystem of partners to address SecOps use cases; orchestrate new differentiated integrations that drive unique value for joint customers, and source or influence new customer engagements with marketing and sales enablement.
• Work with Product and Solution Architecture teams to identify product integration opportunities that address new customer use cases and build business cases to prioritize. 
• Understand the partners’ business objectives, go-to-market approach, and channel and use this insight to build and execute partnership strategy focused on new sales and customer engagements. 
• Understand who the key decision makers and influencers are at the partners, find areas for highest impact new business to both parties, and drive execution with the partner across functions - sales, marketing, and product.  
• Influence key senior, mid-level and line-level relationships and gain preference for Zscaler.
• Translate activity into the accomplishment, and act as a good steward of Zscaler resources to ensure effective use.

Qualifications/Your Background:

• Bachelor's Degree required in Computer Science or related discipline, and MBA highly desired. If an undergraduate degree is not technical, an MBA is required.
• Must have 8+ years demonstrated experience in strategic business development, technology alliances, product management/marketing, technical/solution marketing or technical sales enablement role at Software and/or SaaS technology provider. Mix of start-up and public company experience preferred.
• Must have 5+ years of experience in developing a technology partner ecosystem, with demonstrable impact in sourcing or influencing new customer engagements with marketing and sales enablement.
• Strong technical acumen, in the cybersecurity industry.
• Data driven with strong analytical skills to constantly measure KPIs. Ability to forecast co-sell motion alliance revenue, with strong Salesforce.com skills.
• Ability to work independently, establish priorities and demonstrate good judgment. Smart, analytical (with attention to details), creative, driven and with a get-it-done attitude.
• Strong writing and presentation skills. . Actively listens and communicates well with others with an ability to communicate and influence both an executive and technical executive audience inte