[Hiring] Senior Director, National Partners @Zscaler

Role Description

Zscaler is seeking a high-impact Sr. Director, National Partners to lead and scale our strategic National Solution Provider and Distribution ecosystem across the Americas (AMS). In this role, you will lead a senior team of Partner Business Managers (PBMs), drive C-level alignment with national partners, and orchestrate co-selling with regional sales leadership to accelerate Zero Trust adoption and multi-million-dollar ACV growth.

What You’ll Do (Role Expectations)

• Strategic Partner Vision & Executive Alignment
  • Own C-level/VP alignment across top National Solution Providers to make Zscaler their go-to Zero Trust partner.
  • Architect annual Joint Business Plans (JBPs) and lead executive Quarterly Business Reviews (QBRs).
• Revenue & Pipeline Growth (Driving Partner Loyalty)
  • Establish "Lead with Zscaler" GTM motions that motivate partner teams to prioritize Zscaler across cloud and security pursuits.
  • Integrate joint pursuit and account-mapping frameworks into Zscaler’s core sales cadence while protecting deal integrity.
• High-Performance Team Leadership & Accountability
  • Recruit, coach, and lead a high-performing team of Senior Partner Business Managers (PBMs).
  • Manage scorecards tied to partner-sourced pipeline, net-new logo acquisition, and ACV quota attainment.
• Cross-Functional Field Orchestration
  • Bridge National Partner strategy with AMS Area VPs and Regional Sales Directors to drive frictionless co-selling.
  • Embed partner engagement criteria into enterprise qualification frameworks.
• Partner Practice & Competency Development
  • Guide partner leadership in building high-margin, dedicated Zscaler consulting and services practices.
  • Accelerate pre- and post-sales technical certifications to build partner self-sufficiency.

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.
• 10+ years of experience in enterprise SaaS, cybersecurity, or cloud networking partner/channel leadership.
• 5+ years managing and mentoring quota-carrying channel or partner sales teams.
• Bachelor’s degree (or equivalent practical experience).
• Strong command of pipeline forecasting (Salesforce), scorecard management, and MDF budget governance.
• Documented track record managing and exceeding a multi-million-dollar ($100M+) partner revenue portfolio.
• Ability to travel 40–50%.

Requirements

• Proactive executive leader with a purpose-driven and high-accountability approach to scaling channel businesses.
• Stellar communicator who excels at building C-suite alignment and navigating complex co-selling sales matrixes.
• Strategic coach dedicated to mentoring quota-carrying, senior partner management teams.

Benefits

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