Service Sales Manager

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.

The Service Sales Manager (SSM) - Partner is responsible for scoping and selling ZScaler Professional Services (PS) packages to our partner ecosystem and developing our service business. We are looking for an experienced services sales person who has the capability to perform technical scoping of engagements, and excels in positioning the value of ZScaler PS with our partner.  You are accountable for meeting Professional Services booking quota assigned to you  and are a passive participant during service delivery. You will focus indirect sales through our partners

You will partner with the partner business managers (PBMs) team and lead with scoping, and positioning of ZScaler Professional Services with the goal of making our partners happy by accelerating their time to value. You would collaborate with the Service Delivery team, responsible for a smooth transition to the architects, and collaborate with the Customer Success ecosystem to ensure deployment meets what was sold in the BoM.You exhibit confidence and a deep understanding of emerging security practices when solving business problems. In addition, we want someone who displays certainty in driving requirements, estimating, scoping, and selling proposals. You can identify critical issues with ease, while pushing creative thinking beyond the boundaries of existing industry practices and customer mindsets.

Responsibilities:

• Act as an advisor and sales specialist providing Zscaler services to drive revenue growth.
• Articulate  How Zscaler's services provide solutions to customer's business problems.
• Conduct consultative workshops to convert prospects into customers of our services.
• Qualify opportunities to ensure optimization of Zscaler/Partner resources.
• Engage Fortune 500 companies and federal agencies by delivering reliable guidance on Zscaler Services Portfolio.
• Document and analyze  all in-flight opportunities for accurate weekly service forecasting.
• Accurate scoping of professional service engagements, effort analysis, and seeing through the whole statement of work lifecycle for solutions.
• Maintain an opportunity management funnel and participate in regular account planning sessions with a focus on to driving service revenue.

Qualifications:

• 5+ years experience of selling Professional Services and/or Technology Solutions.
• 5+ years meeting/exceeding services bookings targets in a services organization.
• 5+ years building and maintaining positive relationships with key partners throughout a delivery process.
• Strong presentation skills: Showing the value, capabilities, and differentiators of complex service solutions using methodologies and service offerings.
• 2+ years of experience mastering the SOW/Proposal processes by scoping, producing, and delivering to the customer SOW’s that meet customers documented requirements
• Can articulate relevant customer success stories and metrics that demonstrate value to the customer.
• 3+ years experience with  Security technologies and Networking protocols
• 3+years experience with Software as a Service and Infrastructure as a Service
• Effectively communicate technical information to non-technical audiences
• Some knowledge and experience in Identity and Access Management (IAM) and Policy Management preferred
• Understands how to communicate difficult/sensitive information thoughtfully
• Ability to learnZScaler solutions at a technical consultant level

Communication

• Communicates with internal and external partners and management
• Delivers i