Regional Technology Alliances Manager

Position Overview:

As a Regional Technology Alliances Manager, you will be working directly with Zscaler’s Regional Sales Directors and Regional Sales Managers to develop new business and expand existing relationships across Northern Europe. As Zscaler prepares to embark on the next wave of growth and disruption, Technology partners will be a critical investment area and focus. Joining this team will put you at the forefront of future growth. You will accelerate customer transformation to the cloud by executing a joint go-to-market strategy that identifies sales opportunities, brokers the sales motion and partnership between our technology alliance partners and the Zscaler sales team and ultimately, drives the business to closure. The ideal candidate will have both significant experience generating new business through alliance/channel partners and a keen ability to establish trust and credibility with sales leaders and colleagues.

Responsibilities:

• Reporting to the Senior Director of Technology Alliances, success will be accomplished by establishing and fostering relationships with Zscaler’s sales teams as well as our alliance partners while demonstrating to senior executives the value of our joint integrated solutions. Your mission is to understand the partners’ business objectives, go-to-market approach, and key sales leaders in region and use this insight to execute a joint partnership strategy focused on new sales and customer engagements.
• This role is specifically focused on Northern Europe, with responsibility for:
  • Generating pipeline revenue by driving joint go-to-market (GTM) activity with Technology Partner leadership, partner sales executives, and our own internal sales organization.
  • Developing and executing regional sales campaigns to identify new mutual prospects and influence new customer engagements resulting in new business meetings (NBMs).
  • Delivering enablement to establish product and sales competency within our Technology Partners, influencing their GTM and sales strategy in alignment with Zscaler’s partner sales framework to drive sourced pipeline
  • Creating confidence at the Regional Director level, leading to the creation of downstream regional sales buy-in, technical enablement and field execution
  • Overseeing participating in regional QBR’s for the sales team
  • Mapping 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, including sales, field marketing and channel

Requirements:

• Bachelor's Degree required in Computer Science or related discipline, and technical sales experience highly desired. If the undergrad degree is not technical, technical sales experience is required.
• Experience working in aliance role, partneirng with ISV's in a co-sell motion.
• 5+ years selling in the Enterprise, Software and/or SaaS space
• 3+ years channel sales or strategic alliances experience. Must have consistent track record of quota overachievement
• Demonstrated success working with partner companies to achieve quota, executing joint go-to-markets
• Solution-selling experience (vs. product-centric sales)
• Superb organizational skills and demonstrated history outlining and establishing sales strategies; proactively seeks feedback and input.
• Ability to establish priorities and demonstrate good judgment while managing ambiguity. Smart, analytical (with attention to detail), creative, driven and with a get-it-done attitude.
• Demonstrate leadership that promotes and exemplifies the highest levels of teamwork, personal accountability, and mutual support to the Partner
• Experience with security vendors is preferred
• Prior working experience in MEDDIC-based sales organizations is desirable

What You Can Expect From Us:

• An environment where you will be working on cutting edge technologies and architectures
• A fun, passionate and collaborative workplace
• Competitive salary and benefits, including equity

Why Zscaler?

People who excel at Zscaler are smart, motivated and share our values. Ask yourself: Do you want to team with the best talent in the industry? Do you want to work on disruptive technology? Do you thrive in a fluid work environment? Do you appreciate a company culture that enables individual and group success and celebrates achievement? If you said yes, we’d love to talk to you about joining our award-winning team.