Senior Director of Technology Alliances

Company Description

Remote opportunity - preference being West Coast

Zscaler has been disrupting and transforming the security industry and recognized as a leader in Gartner’s MQ for 10 consecutive years. Zscaler helped shape the emerging SASE and ZTNA categories (a true category creator). Our 100% purpose-built cloud platform delivers the entire security stack as a service through 150+ global data centers to securely connect users to their applications, regardless of device, location, or network, and protects over 5,000 companies.

Job Description

The Senior Director of Technology Alliances will be leading a team managing key segments of  Zscaler’s technology partner ecosystem and responsible for driving GTM teaming with select partners from those segments.  You will be identifying opportunities to scale and optimize GTM impact with these select partners, and develop plans with the product, marketing, and GTM teams to incubate them into strategic alliances. You will drive success that will be measured on go-to-market activities with a focus on revenue, market share gains, and overall competitiveness. 

The ideal candidate has a sales farmer mentality to understand and optimally manage technology partnerships, coupled with strategic business acumen to incubate them to GTM alliances fueling 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. The Senior Director should have prior player-coach experience in leading a technology alliances and partner ecosystem team.

Responsibilities/What You'll Do:

• Player-coach leadership to a team for optimally managing and growing key segments of Zscaler’s technology partner ecosystem via differentiated integrations, and effective go-to-market teaming with select partners to source or influence new customer engagements
• Understand the partners’ business objectives, go-to-market approach, and channel and use this insight to develop alliance GTM plans focused on new sales and customer engagements. Influence key senior and mid-level relationships at the partners to gain preference for Zscaler.
• Identify opportunities for evolving partnership  programs, sales plays, and campaigns to scale and optimize GTM impact with the prioritized technology partners. Develop business cases for operationalizing the changes needed and work with the organization to implement them.
• Translate activity into the accomplishment, and act as a good steward of Zscaler resources to ensure effective use.

Qualifications

• Bachelor's Degree required in Computer Science or related discipline, and MBA highly desired. If the undergrad degree is not technical, an MBA is required.
• Must have 12+ years demonstrated experience in strategic business development, technology alliances, product management/marketing, and/or technical/solution marketing role while leading cross-functional efforts. Mix of start-up and public company experience preferred.
• Must have 6+ years of player-coach experience (preferably in cybersecurity industry) in leading a technology alliances and partner ecosystem team, with demonstrable joint go-to-market execution impact at scale via sell-with and sell-through models.  
• Ability to establish priorities and demonstrate good judgment while managing ambiguity. 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 interchangeably.

Additional Information

The base salary range for this full-time position is $225,250 to $255,000 + bonus + equity + benefits.

Zscaler’s salary ranges are benchmarked and are determined by role and level. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations and could be higher or lower based on a multitude of factors, including job-related skills, experience, and relevant education or training.

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What You Can Expect From Us:

• An environment where you will be working on cutting edge technologies and architectures
• A fun, passionate and collaborative workplace
• Competitive salary and benefits, including equity

Why Zscaler?

People who excel at Zscaler are smart, motivated and share our values. Ask yourself: Do you want to team with the be