[Hiring] Senior Partner Business Manager @Zscaler

Role Description

We're looking for an experienced Partner Business Manager focused on the emerging AI security market to join our Federal Channels Team. Reporting to the Director, Federal Channels & Pubsec Distribution, you will:

• Create pipeline revenue by creating joint go-to-market (GTM) activity with AI development firms and AI-centric reseller 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) that are relevant to agency AI strategies.
• Deliver enablement to establish product and sales competency within our AI-centric Resale Partners, AI Development Firms, and relevant Technology Partners, influencing their GTM and sales strategy in alignment with Zscaler's partner sales framework to drive sourced pipeline.
• Create confidence at an executive level, leading to the creation of downstream regional sales buy-in, technical enablement, and field execution.
• Map key 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.
• Influence key senior, mid-level, and line-level relationships and gain preference for Zscaler.
• Drive the development of technical pre-sales and post-sales practices within each focus partner.
• Develop AI-centric marketing and other GTM plays we can take to market with AI-Development Firms and AI-centric Resellers.
• Identify and engage with AI-centric technology firms that can influence the shape of agency's AI infrastructure and security decisions.
• Build an eco-system of consulting and development firms that can influence decisions for Zscaler cyber security. Develop the value propositions for eco-system firms across Federal.

Qualifications

• 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.
• 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.

Requirements

• Experience with progressive, born-in-the-cloud partners.
• Relationships with national security and network VARs.
• Prior experience with network transformation technologies and any past history working in early-stage technology startups.
• Solution-selling experience (vs. product-centric sales).
• Experience working with AI development firms and relationships within influential firms in Federal.

Benefits

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