Regional Director, Partner Business Manager - East

Company Description

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.

The Zscaler Sales Culture

Winning Technology and Products -We offer the best technology and products for the cloud first world. We pioneered cloud security and continue to grow our 70B + TAM by releasing new products every year.

Investing in People – A well-funded and world-class Sales Strategy and Enablement Team to help you succeed.  Sales process, practical methods and training to help you ramp faster and close larger deals as companies accelerate their move to the cloud.

Supportive Leadership – An industry leading leadership team with strong values, off the chart business acumen that will help you succeed quickly, while providing mentorship and career growth.

Competitive; We Play to Win – We are playing in a rapidly growing TAM and huge market mega-shifts that leads directly to Zscaler; tracking a growth path similar to Salesforce, Workday, & ServiceNow.

Job Description

Reporting to the VP,  Partners & Alliances, success will be accomplished by establishing professional working relationships with the Zscaler sales teams, the alliance partners and Zscaler Professional Services, Marketing and Support teams and by developing a core understanding of the unique business needs of prospects and customers within the Partners’ respective fields of specialty and expertise.

Additionally, this role has direct responsibility for: 

Responsible for all partner activity in the East region for Commercial and Enterprise

Aligning cross functional on sales-oriented activities, including marketing (field and electronic), internal channel structure, sales, promotions, trade-shows, and coordination of Partner Enablement.

Maintaining & evolving establishing and implementing 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.

Defining specific GTM plans with individual Alliances partners and new business opportunities.

Promoting the development of new sales opportunities with each partner

Working with Zscaler sales executives to leverage external partners to deliver longer-term and solution sales.

Oversee continuous improvement and action plans with the partners and monitor ongoing SLA conformance.

Oversee and participate in Strategic Alliance & Channel Partners QBR’s

Leading and managing a team of Alliances Managers including hiring, career development, coaching, evaluation, and promotion decisions.

Driving organizational, operational, staffing, financial, quality and customer satisfaction targets are consistently met or exceeded by Partners. Includes creating and monitoring KPI’s for each partner on a regular interval.

Qualifications

• Experience building and running a US Partner/Alliances program  
• Experience working with Alliances partners on partner enablement, GTM strategies, and Account Reviews. 
• Experience with Partner/Alliances and born in the cloud partners is preferred
• Must be willing to travel throughout the US including attendance at all business reviews and ad hoc meetings.
• Demonstrate leadership that promotes and exemplifies the highest levels of teamwork, personal accountability, and mutual support to the Partner.

Preference:

•  Regional Partner ecosystem experience preferred.
• Prior experience with network transformation technologies and any past history working in early stage technology s