Description
Zscaler is seeking an experienced Partner Business Manager focused on the emerging AI security market to join its Federal Channels Team. The successful candidate will report to the Director, Federal Channels & Pubsec Distribution.
Key responsibilities include:
- Creating pipeline revenue through joint go-to-market activities with AI development firms and AI-centric reseller channel partners
- Developing regional sales campaigns to identify new mutual prospects and influence new customer engagements
- Delivering enablement to establish product and sales competency within AI-centric Resale Partners, AI Development Firms, and relevant Technology Partners
- Creating confidence at an executive level, leading to downstream regional sales buy-in, technical enablement, and field execution
- Mapping key decision-makers and influencers at strategic partners to drive execution across functions
- Influencing key senior, mid-level, and line-level relationships to gain preference for Zscaler
- Driving the development of technical pre-sales and post-sales practices within focus partners
- Developing AI-centric marketing and other go-to-market plays with AI-Development Firms and AI-centric Resellers
- Identifying and engaging with AI-centric technology firms that can influence agency AI infrastructure and security decisions
- Building an ecosystem of consulting and development firms that can influence decisions for Zscaler cybersecurity
Minimum qualifications:
- 5+ years of experience selling in the Enterprise, Software, or SaaS space
- 3+ years of 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
Preferred qualifications:
- Experience with progressive, born-in-the-cloud partners
- Relationships with national security and network VARs
- Prior experience with network transformation technologies and early-stage technology startups
- Solution-selling experience
- Experience working with AI development firms and relationships within influential firms in Federal
The base salary range for this full-time position is $155,400-$222,000 USD, excluding commission/bonus/equity and benefits.