The Partner Development Manager - AI Partnerships is responsible for strengthening the overall health, growth, and market impact of the AI Partnerships (specifically AI Frontier labs). The role will develop and implement mechanisms that will own AI Partnership Strategy and execution to amplify and simplify engagement with across sales, solutioning, marketing, and executive alignment.

What you'll do:

Meet goals and milestones associated with improving ZS's standing and impact within the AI labs ecosystem, including but not limited to:

• Own alliance performance and governance: Track KPIs across pipeline, revenue, and engagement; define success metrics and establish operating rhythms to measure the impact of AI Partnership initiatives
• Develop and execute partner strategy: Define annual plans, priorities, and growth plays; lead QBRs and drive follow-through on joint initiatives focused on scaling generative AI adoption
• Drive co-sell pipeline and revenue: Partner with ZS teams and Partner sellers to identify, shape, and progress opportunities; support commercial alignment and deal execution across client engagements
• Expand joint solutions and GTM: Identify priority use cases (generative AI, LLM applications, automation, analytics); develop scalable joint offerings and repeatable client propositions
• Deepen partner engagement and account alignment: Build relationships across both organizations; lead account mapping, introductions, and whitespace identification to accelerate growth
• Strengthen credentials and visibility: Build ZS's reputation as a leader with our partners in AI powered solutions through case studies, thought leadership, and external visibility
• Enable internal teams: Coordinate training and ongoing enablement to build AI Partnership fluency across ZS sellers, delivery teams, and client-facing stakeholders
• Execute joint marketing: Partner with alliance marketing to deliver campaigns, events, and content that build market awareness and support pipeline generation

What you'll bring:

• Bachelor's degree required, master's degree preferred
• 8-10+ years of business development, partner development, sales or alliances management experience
• 5+ years of experience selling enterprise technology solutions or platforms, preferably with exposure to AI, data, or cloud ecosystems
• Experience building and scaling strategic alliances with technology partners, including co-sell motions, executive relationships, joint business planning, and partner marketing
• Enough technical fluency to be credible in architecture-level discussions - you don't need to write code, but you can follow the conversation and ask the right follow-up questions when a partner architect walks through how they are applying AI solutions to a customer problem
• Experience managing programs across cross-functional teams and building processes to drive joint initiatives forward
• Experience communicating across technical and non-technical audiences, including executive level stakeholders or clients
• Experience with hyperscaler or cloud ecosystem partnerships (e.g. GCP, AWS, Azure) considered in lieu of direct experience with AI Lab partnerships
• Fluency in English
• Intense work ethic
• Collaborative spirit and problem-solving approach

How you'll grow:

• Cross-functional skills development & custom learning pathways
• Milestone training programs aligned to career progression opportunities
• Internal mobility paths that empower growth via s-curves, individual contribution and role expansions

Perks & Benefits:

At ZS, your growth matters. We offer a comprehensive total rewards package that supports your health and well-being, financial future, time away, and professional development. With robust skills-building programs, multiple career progression paths, internal mobility, and a deeply collaborative culture, you'll have the opportunity to do meaningful work, expand your capabilities, and thrive as part of a global community. For details on total rewards in United States, visit ZS US office locations | Where we work | ZS.

Hybrid working model:

We are committed to giving our employees a flexible and connected way of working. A flexible and connected ZS allows us to combine work from home and on-site presence at clients/ZS offices for the majority of our week. The magic of ZS culture and innovation thrives in both planned and spontaneous face-to-face connections.

Travel:

Travel is a requirement at ZS for client facing ZSers; business needs of your project and client are the priority. While some projects may be local, all client-facing ZSers should be prepared to travel as needed. Travel provides opportunities to strengthen client relationships, gain diverse experiences, and enhance professional growth by working in different environments and cultures.

If you're eager to grow, contribute, and bring your unique self to our work, we encourage you to apply.

To complete your application:
Candidates must possess or be able to obtain work authorization for their intended country of employment. An on-line application, including a full set of transcripts (official or unofficial), is required to be considered.

NO AGENCY CALLS, PLEASE.

Find Out More At:
www.zs.com