Partner Business Manager, DoD Channels

About Zscaler

Serving thousands of enterprise customers around the world including 40% of Fortune 500 companies, Zscaler (NASDAQ: ZS) 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. As the operator of the world’s largest security cloud, Zscaler accelerates digital transformation so enterprises can be more agile, efficient, resilient, and secure. The pioneering, AI-powered Zscaler Zero Trust Exchange™ platform protects thousands of enterprise customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location. 

Named a Best Workplace in Technology by Fortune and others, Zscaler fosters an inclusive and supportive culture that is home to some of the brightest minds in the industry. If you thrive in an environment that is fast-paced and collaborative, and you are passionate about building and innovating for the greater good, come make your next move with Zscaler. 

The Zscaler Sales and Go-to-Market team is a global group of professionals who are passionate about delighting our customers, nurturing trusted partnerships, and sharing their expertise to drive a secure, cloud-enabled digital future and further cement our position as the world leader in cloud security. Sales, Customer Success, Sales Enablement, Solution Architects, Business Development, Transformation, and Technology Partnerships all work together to demonstrate the power and agility of Zscaler cloud transformation to the world.

We're looking for an experienced Partner Business Manager to join our DoD Channels team. Reporting to the Director, DoD and SLED Channels, you will:

• Create pipeline revenue by creating joint go-to-market (GTM) activity with technology partner leadership, channel partner sales executives, and our own internal sales organization
• Develop partner plans for each territory that leveragesour reseller, TAP, FSI, & MSP partners. 
• Oversee partner relationships with Partners that are relevant to your business. 
• Develop regional sales campaigns to identify new mutual prospects and influence new customer engagements resulting in new business meetings (NBMs)
• Deliver enablement to establish product and sales competency within our Technology Partners, influencing their GTM and sales strategy in alignment with Zscaler's partner sales framework to lead sourced pipeline
• Create confidence at an executive level, leading to the creation of downstream regional sales support, technical enablement and field execution
• Increase sales volume and velocity KPI's with your territory on a regular interval
• Map main decision makers and influencers at the strategic partner, finding areas for highest impact new business to both parties, and driving execution with the partner across functions - sales, marketing, and product.
• Influence main senior, mid-level and line-level relationships and gain preference for Zscaler
• Promote the development of technical pre-sales and post-sales practices within each focus partners
• Establish and implement selection process, criteria, and controls for selection, management, and performance of alliance and channel partners including regular reviews of contractual obligations with partners and compliance with Zscaler policies, procedures, and ethical standards.

What We’re Looking for (Minimum Qualifications) 

• 5+ years selling in the Enterprise, Software or SaaS space
• 3+ years channel sales or strategic alliances experience with a consistent track record of quota overachievement
• Service Provider and System Integrator experience required, specifically with our west or central based partners
• Must be open to travel, including attendance at all business reviews and mtgs

What Will Make You Stand Out (Preferred Qualifications)

• Experience with progressive, born-in-the-cloud partners
• Relationships with national security and network VARs
• Prior experience with network transformation technologies and any past history working in early-stage technology startups
• Solution-selling experience (vs. product-centric sales)
• Remote friendly in the D.C. area.

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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.

The base salary range listed for this full-time position excludes commission/ bonus/ equity (if applicable) + benefits.

Base Pay Range$136,500—$195,000 USD