Sr. Partner Business Manager - AI - Federal

Zscaler•Washington, DC

3d•$155,400 - $222,000•Hybrid

About The Position

Zscaler is seeking an experienced Partner Business Manager focused on the emerging AI security market to join its Federal Channels Team. The role creates pipeline revenue through joint go-to-market activity with AI development firms, AI-centric reseller channel partners, and Zscaler's internal sales organization. It develops regional campaigns to identify mutual prospects and influence agency AI-related customer engagements, and delivers partner enablement to build product and sales competency and drive sourced pipeline. The position builds executive confidence and regional sales alignment, maps strategic partner decision-makers, and coordinates execution across partner sales, marketing, and product teams. It cultivates senior, mid-level, and line-level relationships; develops partner technical pre-sales and post-sales practices; and creates AI-focused marketing and go-to-market initiatives. The role also identifies technology firms that can influence agency AI infrastructure and security decisions and builds a Federal ecosystem of consulting and development firms with value propositions for Zscaler cybersecurity. The position reports to the Director, Federal Channels & Pubsec Distribution. The listed base pay range is $155,400–$222,000 USD, excluding commission, bonus, equity, and benefits where applicable. The role requires openness to travel, including attendance at business reviews and meetings. Zscaler describes its work model as hybrid and offers comprehensive benefits, including health plans, vacation and sick time, parental leave, retirement options, education reimbursement, and in-office perks.

Requirements

At least 5 years of selling experience in the enterprise, software, or SaaS space.
At least 3 years of 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 meetings.

Nice To Haves

Experience with progressive, born-in-the-cloud partners.
Relationships with national security and network VARs.
Prior experience with network transformation technologies and a history of working in early-stage technology startups.
Solution-selling experience rather than product-centric sales.
Experience working with AI development firms and relationships within influential firms in Federal.

Responsibilities

Create pipeline revenue through joint go-to-market activity with AI development firms, AI-centric reseller channel partner sales executives, and Zscaler's internal sales organization.
Develop regional sales campaigns to identify mutual prospects and influence new customer engagements and new business meetings relevant to agency AI strategies.
Deliver enablement to establish product and sales competency among AI-centric resale partners, AI development firms, and relevant technology partners, influencing their go-to-market and sales strategy in alignment with Zscaler's partner sales framework.
Build executive-level confidence that leads to regional sales buy-in, technical enablement, and field execution.
Map key decision-makers and influencers at strategic partners, identify high-impact opportunities for both parties, and drive cross-functional partner execution across sales, marketing, and product.
Influence senior, mid-level, and line-level relationships and build preference for Zscaler.
Drive development of technical pre-sales and post-sales practices within each focus partner.
Develop AI-centric marketing and other go-to-market plays with AI development firms and AI-centric resellers.
Identify and engage AI-centric technology firms that can influence agencies' AI infrastructure and security decisions.
Build an ecosystem of consulting and development firms that can influence Zscaler cybersecurity decisions, and develop value propositions for ecosystem firms across Federal.