[Hiring] Director, Regional Partnerships – Americas (AMS) @Zscaler

Role Description

We are looking for a Director, Regional Partnerships – Americas (AMS) to join our team. This is a Remote – United States (Americas) role, reporting to the Vice President, Americas Channels & Alliances in the Worldwide Alliances & Channels / Sales & Go-To-Market department. In this role, you will define, lead, and execute the regional partner strategy across key Majors, Enterprise, and Commercial territories within the Americas theater to drive net-new customer acquisition, pipeline acceleration, and sustained revenue growth. You will build and scale high-impact relationships with regional solution providers, systems integrators, and MSPs/MSSPs while serving as the strategic bridge to regional field sales leadership. Additionally, you will champion "Lead with Zscaler" go-to-market motions, establish disciplined joint business planning, and ensure regional partners build profitable, differentiated Zero Trust Exchange practices.

What you’ll do (Role Expectations)

• Define, lead, and execute the AMS regional partner strategy across assigned sub-theaters, prioritizing and recruiting high-potential regional partners, SIs, and MSSPs to accelerate adoption of the Zscaler Zero Trust Exchange platform.
• Drive field sales alignment and friction-free co-selling with Regional Sales Directors, Area Vice Presidents, and Account Executives, embedding partner value into MEDDPICC qualification and the CLOSE framework.
• Architect and govern Joint Business Plans (JBPs), executive QBRs, and pipeline forecasting in Salesforce with focus partners, establishing clear milestones for partner-sourced bookings, deal governance, and MDF co-investments.
• Collaborate with partner technical and services leadership to build dedicated Zero Trust architectural competencies, drive sales and technical enablement, and accelerate partner-led demonstrations and certified deployments.
• Lead, coach, and mentor a team of Partner Business Managers (PBMs) while partnering cross-functionally with Marketing, Operations, Solutions Engineering, Finance, and Legal to remove operational friction and drive quota attainment.

Who You Are (Success Profile)

• You thrive in ambiguity. You're comfortable building the path as you walk it.
• You act like an owner. Your passion for the mission fuels your bias for action.
• You are a problem-solver. You love running towards the challenges because you are laser-focused on finding the solution.
• You are a high-trust collaborator. You are ambitious for the team, not just yourself.
• You are a learner. You have a true growth mindset and are obsessed with your own development.

What We’re Looking for (Minimum Qualifications)

• Demonstrated curiosity and active exploration of AI tools, with a proven history of integrating new technologies to enhance daily workflows and augment problem-solving.
• Bachelor’s degree or equivalent practical experience.
• 8+ years of progressive experience in enterprise software, SaaS, cloud networking, or cybersecurity channel and partner sales, with 3+ to 5+ years of direct people-management experience leading quota-carrying partner business managers or channel teams.
• Documented track record of consistently meeting or exceeding multi-million-dollar partner-sourced and partner-influenced pipeline and revenue quotas.
• Deep working relationships with AMS regional solution providers, security VARs, regional SIs, and managed service providers (MSPs/MSSPs).
• Strong operational proficiency with Salesforce, pipeline inspection, joint scorecard governance, and MDF budget management, along with the willingness to travel 35%–50% across assigned AMS regions.

What Will Make You Stand Out (Preferred Qualifications)

• Demonstrate a proven ability to leverage AI technologies and workflows to drive measurable operational efficiency.
• Strong working knowledge of cloud security architectures, SASE, SSE, and Zero Trust models, specifically the Zscaler Zero Trust Exchange platform.
• In-depth familiarity with MEDDPICC deal qualification and structured partner engagement frameworks such as the Zscaler CLOSE framework.
• Proven success scaling regional MSSP and GSI partnerships, as well as scaling a regional partner organization during periods of rapid hyper-growth.

Benefits

• Various health plans
• Time off plans for vacation and sick time
• Parental leave options
• Retirement options
• Education reimbursement
• In-office perks, and more!