Full Job Description
We're looking for an experienced Partner Business Manager focused on the emerging AI security market to join our Federal Channels Team. Reporting to the Director, Federal Channels & Pubsec Distribution, you will:
- Create pipeline revenue by creating joint go-to-market (GTM) activity with AI development firms and AI-centric reseller channel partner sales executives, and our own internal sales organization
- Develop regional sales campaigns to identify new mutual prospects and influence new customer engagements resulting in new business meetings (NBMs) that are relevent to agency AI strategies.
- Deliver enablement to establish product and sales competency within our AI-centric Resale Partners, AI Development Firms and relevant Technology Partners, influencing their GTM and sales strategy in alignment with Zscaler's partner sales framework to drive sourced pipeline
- Create confidence at an executive level, leading to the creation of downstream regional sales buy-in, technical enablement and field execution
- Map key 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 key senior, mid-level and line-level relationships and gain preference for Zscaler
- Drive the development of technical pre-sales and post-sales practices within each focus partner
- Develop AI-centric marketing and other GTM plays we can take to market with AI-Development Firms and AI-centric Resellers.
- Identify and engage with AI-centric technology firms that can influence the shape of agency's AI infrastructure and security decisions.
- Build an eco-system of consulting and development firms that can influence decisions for Zscaler cyber security. Develop the value propositions for eco-system firms across Federal.
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
- Strong understanding of the emerging AI market in Federal and the players influencing agency AI strategies.
- 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)
- Experience working with AI development firms and relationships within influential firms in Federal
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
$155,400-$222,000 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.
