Sr. Partner Business Manager - SLED

Zscaler•Remote - Illinois, USA, IL

5d•$155,400 - $222,000•Remote

About The Position

The Zscaler Sales and Go-to-Market team is a global group of professionals who are passionate about delighting our customers, nurturing trusted partnerships, and sharing their expertise to drive a secure, cloud-enabled digital future and further cement our position as the world leader in cloud security. Sales, Customer Success, Sales Enablement, Solution Architects, Business Development, Transformation, and Technology Partnerships all work together to demonstrate the power and agility of Zscaler cloud transformation to the world. We're looking for an experienced Partner Business Manager to join our SLED Channels team. This role involves building and expanding relationships with key partners, creating pipeline revenue through joint go-to-market activities, developing regional sales campaigns, identifying new mutual prospects, influencing new customer engagements, and promoting the development of technical pre- and post-sales practices within focus partners. The role also includes establishing and implementing selection processes, criteria, and controls for alliance and channel partners, including regular reviews of contractual obligations and compliance with Zscaler policies.

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
Foundational understanding of AI/ML technologies and experience leveraging, securing, or positioning AI-driven solutions to optimize outcomes within your functional domain

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)
Effectively leverage LLMs and Generative AI tools to boost productivity and sales effectiveness across research, prospecting, customer prep, and opportunity management

Responsibilities

Build and expand relationships with CDW, Presidio, SHI
Create pipeline revenue by creating joint go-to-market (GTM) activity with above technology partner leadership, 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)
Deliver enablement to establish product and sales competency within our aboveTechnology 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.