Senior Business Development Manager

Zscaler•Santa Clara, CA

4d•Hybrid

About The Position

Zscaler is seeking a Senior Business Development Manager to join their Sales and Go-to-Market organization. This role focuses on building and scaling strategic technology partnerships, specifically in Data Protection and Email Security use cases. The objective is to orchestrate joint product integrations and go-to-market strategies to accelerate customer adoption and strengthen Zscaler's leadership in cloud security. The position is hybrid, requiring 3 days per week in Santa Clara, CA, and reports to the Director of Technology Alliances.

Requirements

Foundational understanding of AI/ML technologies and experience leveraging, securing, or positioning AI-driven solutions to optimize outcomes within your functional domain.
Bachelor's Degree in Computer Science or a related technical discipline, or an MBA if undergraduate degree is non-technical.
5+ years of demonstrated experience in strategic business development, technology alliances, product management/marketing, or technical sales enablement at a Software or SaaS technology provider.
3+ years of experience developing a technology partner ecosystem with demonstrable impact in sourcing or influencing new customer engagements through marketing and sales enablement.

Nice To Haves

A mix of start-up and public company experience preferred.
Strong technical acumen within the cybersecurity industry.
Data-driven analytical mindset with proven ability to measure alliance KPIs, forecast co-sell revenue, and leverage Salesforce.com.
Proven ability to work independently, establish priorities, and demonstrate sharp judgment with a creative, drive-to-execution attitude.

Responsibilities

Own developing a strong ecosystem of partners to address Data Protection and Email Security use cases.
Orchestrate new differentiated integrations that drive unique value for joint customers.
Source or influence new engagements.
Work with Product and Solution Architecture teams to identify product integration opportunities that address new customer use cases and build business cases to prioritize them.
Understand partners’ business objectives, go-to-market approach, and channel mechanisms to build and execute partnership strategies focused on new sales and customer engagements.
Identify key decision makers and influencers at partner organizations.
Find areas for highest impact new business to both parties.
Drive execution across sales, marketing, and product functions.
Influence key senior, mid-level, and line-level relationships to gain preference for Zscaler.