Role We are looking for a Director, Regional Partnerships - Americas (AMS) to join our team. This is a Remote - United States (Americas) role, reporting to the Vice President, Americas Channels & Alliances in the Worldwide Alliances & Channels / Sales & Go-To-Market department. In this role, you will define, lead, and execute the regional partner strategy across key Majors, Enterprise, and Commercial territories within the Americas theater to drive net-new customer acquisition, pipeline acceleration, and sustained revenue growth. You will build and scale high-impact relationships with regional solution providers, systems integrators, and MSPs/MSSPs while serving as the strategic bridge to regional field sales leadership. Additionally, you will champion "Lead with Zscaler" go-to-market motions, establish disciplined joint business planning, and ensure regional partners build profitable, differentiated Zero Trust Exchange practices.
What you'll do (Role Expectations)- Define, lead, and execute the AMS regional partner strategy across assigned sub-theaters, prioritizing and recruiting high-potential regional partners, SIs, and MSSPs to accelerate adoption of the Zscaler Zero Trust Exchange platform
- Drive field sales alignment and friction-free co-selling with Regional Sales Directors, Area Vice Presidents, and Account Executives, embedding partner value into MEDDPICC qualification and the CLOSE framework
- Architect and govern Joint Business Plans (JBPs), executive QBRs, and pipeline forecasting in Salesforce with focus partners, establishing clear milestones for partner-sourced bookings, deal governance, and MDF co-investments
- Collaborate with partner technical and services leadership to build dedicated Zero Trust architectural competencies, drive sales and technical enablement, and accelerate partner-led demonstrations and certified deployments
- Lead, coach, and mentor a team of Partner Business Managers (PBMs) while partnering cross-functionally with Marketing, Operations, Solutions Engineering, Finance, and Legal to remove operational friction and drive quota attainment
Who You Are (Success Profile)- You thrive in ambiguity. You're comfortable building the path as you walk it. You thrive in a dynamic environment, seeing ambiguity not as a hindrance, but as the raw material to build something meaningful.
- You act like an owner. Your passion for the mission fuels your bias for action. You operate with integrity because you genuinely care about the outcome. True ownership involves leveraging dynamic range: the ability to navigate seamlessly between high-level strategy and hands-on execution.
- You are a problem-solver. You love running towards the challenges because you are laser-focused on finding the solution, knowing that solving the hard problems delivers the biggest impact.
- You are a high-trust collaborator. You are ambitious for the team, not just yourself. You embrace our challenge culture by giving and receiving ongoing feedback-knowing that candor delivered with clarity and respect is the truest form of teamwork and the fastest way to earn trust.
- You are a learner. You have a true growth mindset and are obsessed with your own development, actively seeking feedback to become a better partner and a stronger teammate. You love what you do and you do it with purpose.
What We're Looking for (Minimum Qualifications)- Demonstrated curiosity and active exploration of AI tools, with a proven history of integrating new technologies to enhance daily workflows and augment problem-solving
- Bachelor's degree or equivalent practical experience
- 8+ years of progressive experience in enterprise software, SaaS, cloud networking, or cybersecurity channel and partner sales, with 3+ to 5+ years of direct people-management experience leading quota-carrying partner business managers or channel teams
- Documented track record of consistently meeting or exceeding multi-million-dollar partner-sourced and partner-influenced pipeline and revenue quotas
- Deep working relationships with AMS regional solution providers, security VARs, regional SIs, and managed service providers (MSPs/MSSPs)
- Strong operational proficiency with Salesforce, pipeline inspection, joint scorecard governance, and MDF budget management, along with the willingness to travel 35%-50% across assigned AMS regions
What Will Make You Stand Out (Preferred Qualifications)- Demonstrate a proven ability to leverage AI technologies and workflows to drive measurable operational efficiency.
- Strong working knowledge of cloud security architectures, SASE, SSE, and Zero Trust models, specifically the Zscaler Zero Trust Exchange platform
- In-depth familiarity with MEDDPICC deal qualification and structured partner engagement frameworks such as the Zscaler CLOSE framework
- Proven success scaling regional MSSP and GSI partnerships, as well as scaling a regional partner organization during periods of rapid hyper-growth
#LI-JK1#LI-RemoteZscaler'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
$232,800-$291,000 USD
Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including:
- Various health plans
- Time off plans for vacation and sick time
- Parental leave options
- Retirement options
- Education reimbursement
- In-office perks, and more!
Learn more about Zscaler's hybrid working model and benefits here.
