Director, Alliances & Channels - Northeast

About Zscaler

Zscaler (NASDAQ: ZS) accelerates digital transformation so that customers can be more agile, efficient, resilient, and secure. The Zscaler Zero Trust Exchange is the company’s cloud-native platform that protects thousands of customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location.

With more than 10 years of experience developing, operating, and scaling the cloud, Zscaler serves thousands of enterprise customers around the world, including 450 of the Forbes Global 2000 organizations. In addition to protecting customers from damaging threats, such as ransomware and data exfiltration, it helps them slash costs, reduce complexity, and improve the user experience by eliminating stacks of latency-creating gateway appliances.

Zscaler was founded in 2007 with a mission to make the cloud a safe place to do business and a more enjoyable experience for enterprise users. Zscaler’s purpose-built security platform puts a company’s defenses and controls where the connections occur—the internet—so that every connection is fast and secure, no matter how or where users connect or where their applications and workloads reside.

Reporting to the VP Americas Channel & Alliance the success of the Partner Business Manager - Regional Director role will be accomplished by establishing professional working relationships with the Zscaler sales teams, the alliance and channel partners and Zscaler Professional Services, Marketing and Support teams and by developing a core understanding of the unique business needs of prospects and customers within the Partners’ respective fields of specialty and expertise. We are looking for a channel leader who has a direct sales background, the ability to scale our channel business by teaching Zscaler’s systematic channel system, and most importantly, the ability to create future leaders.

Responsibilities

• Leading team of Partner Business Managers (PBMs) for Northeast. This includes hiring, career development, coaching, evaluation, and promotion decisions.
• Developing product and sales competency within our core set of regional & national partners, systems integrators (SI’s) & service providers (SP’s).
• Generate Pipeline revenue by driving joint go-to-market (GTM) planning & activity with Channel partner leadership, partner sales executives, and Zscaler’s sales organization.
• Establishing and implementing selection process, criteria, and controls for selection, management, and performance of alliance & channel partners including regular reviews of contractual obligations with partners and compliance with Zscaler policies, procedures, and ethical standards.
• Influencing partner GTM and sales strategy in alignment with Zscaler’s “CLOSE framework” to drive registered (sourced, teaming) pipeline & closed/won new logos.
• Creating executive champions, leading to creation of sales buy-in in regional areas.
• Driving organizational, operational, staffing, financial, quality and customer satisfaction targets are consistently met or exceeded by partners. Monitoring KPI’s for each partner on a regular interval.
• Develop relationships and collaborate with internal stakeholders including practice build architecture (sales engineering), product marketing, channel operations, field marketing, technical alliances, finance, operations to drive best in class execution for Zscaler’s partner community .
• Drive the development of technical pre-sales & post-sales practices within each focus partner.
• Oversee and participate in regional Quarterly Business Reviews for the partner sales team.

Minimum Qualifications:

• BS or BA degree Required
• 5+ years direct sales experience. Must have achieved quota in all 5+ years
• 2+ years experience leading channel and/or sales team and achieving quota
• Demonstrated success leveraging 3rd-party companies to achieve quota
• Solution-selling experience (vs. product-centric sales)
• Superb organizational skills and demonstrated history outlining and establishing sales strategies.
• Superior written and verbal communication skills
• Must be willing to travel throughout Central the U.S. including attendance at all business reviews and meetings
• Demonstrate leadership that promotes and exemplifies the highest levels of teamwork, personal accountability, and mutual support to the Partner.
• Experience with national security & networking resellers required
• Service Provider and System Integrator experience desired
• Demonstrate leadership that promotes and exemplifies the highest levels of teamwork, personal accountability, integrity, respect and mutual support to the Partner.

Preferred Qualifications:

• 5+ years of channel management preferred but not required
• Experience with progressive, born-in-the-cloud partners is preferred
• Relationships with national security & network VARs desired
• Service Provider and System Integrator experience desirable, but not required
• Prior working experience in metric-driven, MEDDIC-based sales organizations
• Prior experience working in growth stage technology companies

Zscaler’s salary ranges are benchmarked and are determined by role and level. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations and could be higher or lower based on a multitude of factors, including job-related skills, experience, and relevant education or training.

The base salary range listed for this full-time position excludes commission/ bonus/ equity (if applicable) + benefits.

By applying for this role, you adhere to applicable laws, regulations, and Zscaler policies, including those related to security and privacy standards and guidelines.

Zscaler is proud to be an equal opportunity and affirmative action employer. We celebrate diversity and are committed to creating an inclusive environment for all of our employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status or any other characteristics protected by federal, state, or local laws.

See more information by clicking on the Know Your Rights: Workplace Discrimination is Illegal link.

Pay Transparency

Zscaler complies with all applicable federal, state, and local pay transparency rules. For additional information about the federal requirements, click here.

Zscaler is committed to providing reasonable support (called accommodations or adjustments) in our recruiting processes for candidates who are differently abled, have long term conditions, mental health conditions or sincerely held religious beliefs, or who are neurodivergent or require pregnancy-related support.