Sr. Partner Business Manager

Zscaler•Remote - D.C., USA, DC

6d•$177,600 - $222,000•Remote

About The Position

Zscaler accelerates digital transformation to ensure our customers can be more agile, efficient, resilient, and secure. As an AI-forward enterprise, we are constantly pushing the envelope, leveraging the world’s largest security data lake to power our cloud-native Zero Trust Exchange platform. This innovation protects our customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location. We're looking for an experienced Partner Business Manager to join our FED Channels team supporting Carahsoft. Reporting to the Director, FED 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. You will oversee partner relationships with Partners that are relevant to your business. You will develop regional sales campaigns to identify new mutual prospects and influence new customer engagements resulting in new business meetings (NBMs). You will 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. You will 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. You will promote the development of technical pre- and post-sales practices within each focus partners and 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.

Requirements

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 based partners
Must be open to travel, including attendance at all business reviews and mtgs

Nice To Haves

Experience with progressive, born-in-the-cloud partners
Prior experience with network transformation technologies and any past history working in early-stage technology startups
Solution-selling experience (vs. product-centric sales)

Responsibilities

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
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
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.
Promote the development of technical pre- 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.