FreshRemote.Work

Partner Business Manager - Tech Alliances - Remote - New York, USA

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.

As a Partner Sales Manager, you will be working directly with Zscaler’s Technology Alliance Partners to develop new business and expand existing relationships across the cloud providers. 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 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: 

  • Generate Pipeline revenue by driving joint go-to-market (GTM) activity with technology partner leadership, Channel 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).
  • Creating confidence at an executive level, leading to creation of downstream sales buy-in and technical practice creation
  • 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 an executive 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
    Driving sales volume and velocity KPI’s for each partner on a regular interval
    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 - sales, marketing, and product.
    Influencing key senior, mid-level and line-level relationships and gain preference for Zscaler.Sharing analytics with executive and technical champions, and driving further demand for Zscaler’s solution through regular cadence sessions
  • Drive the development of technical pre-sales & post-sales practices within each focus partners
  • 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.
  • Oversee & participate in regional QBR’s for sales team
  • Driving organizational, operational, staffing, financial, quality and customer satisfaction targets are consistently met or exceeded by partners. Includes creating and monitoring KPI’s for each partner on a regular interval..

Minimum Qualifications

  • 5+ years selling in the Enterprise, Software and/or SaaS space
  • 3 - 5+ 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)
  • Must be open to travel (when appropriate); including attendance at all business reviews and mtgs
  • Superior written and verbal communication skills
  • Demonstrate leadership that promotes and exemplifies the highest levels of teamwork, personal accountability, 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 required, specifically our East coast based partners
  • Prior working experience in MEDDIC-based sales organizations
  • Prior experience with network transformation technologies and any past history working in early-stage technology start-ups.

#LI-WF1

 

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.

Base Pay Range$153,900—$171,000 USD

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.

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Job Profile

Regions

North America

Countries

United States

Benefits/Perks

Equity

Skills

Analytics Business Development Channel Management Channel Partner Management Channel Partners Channel sales Communication Go Marketing Monitoring Network Transformation SaaS Sales Sales enablement Sales Strategy Security Software Training

Tasks
  • Deliver enablement to establish product and sales competency
  • Develop regional sales campaigns
  • Drive development of technical pre-sales & post-sales practices
  • Drive sales volume and velocity KPI’s
  • Generate pipeline
  • Generate Pipeline revenue
  • Influence key relationships
  • Map key decision makers and influencers
  • Oversee & participate in regional QBR’s
  • Share analytics with champions
Experience

10 years

Education

Business

Timezones

America/Anchorage America/Chicago America/Denver America/Los_Angeles America/New_York Pacific/Honolulu UTC-10 UTC-5 UTC-6 UTC-7 UTC-8 UTC-9