Senior Director, National Partners (AMS)

Zscaler is seeking a high-impact Sr. Director, National Partners to lead and scale its strategic National Solution Provider and Distribution ecosystem across the Americas (AMS).

In this role, you will lead a senior team of Partner Business Managers (PBMs), drive C-level alignment with national partners, and orchestrate co-selling with regional sales leadership to accelerate Zero Trust adoption and multi-million-dollar ACV growth.

Strategic Partner Vision & Executive Alignment

• Own C-level/VP alignment across top National Solution Providers to make Zscaler their go-to Zero Trust partner.
• Architect annual Joint Business Plans (JBPs) and lead executive Quarterly Business Reviews (QBRs).

Revenue & Pipeline Growth (Driving Partner Loyalty)

• Establish "Lead with Zscaler" GTM motions that motivate partner teams to prioritize Zscaler across cloud and security pursuits.
• Integrate joint pursuit and account-mapping frameworks into Zscaler’s core sales cadence while protecting deal integrity.

High-Performance Team Leadership & Accountability

• Recruit, coach, and lead a high-performing team of Senior Partner Business Managers (PBMs).
• Manage scorecards tied to partner-sourced pipeline, net-new logo acquisition, and ACV quota attainment.

Cross-Functional Field Orchestration

• Bridge National Partner strategy with AMS Area VPs and Regional Sales Directors to drive frictionless co-selling.
• Embed partner engagement criteria into enterprise qualification frameworks.

Partner Practice & Competency Development

• Guide partner leadership in building high-margin, dedicated Zscaler consulting and services practices.
• Accelerate pre- and post-sales technical certifications to build partner self-sufficiency.

Who You Are (Success Profile)

• Proactive executive leader with a purpose-driven and high-accountability approach to scaling channel businesses.
• Stellar communicator who excels at building C-suite alignment and navigating complex co-selling sales matrixes.
• Strategic coach dedicated to mentoring quota-carrying, senior partner management teams.

What We’re Looking for (Minimum Qualifications)

• Demonstrated curiosity and active exploration of AI tools, with a proven history of integrating new technologies to enhance daily workflows and augment problem-solving.
• 10+ years of experience in enterprise SaaS, cybersecurity, or cloud networking partner/channel leadership.
• 5+ years managing and mentoring quota-carrying channel or partner sales teams.
• Bachelor’s degree (or equivalent practical experience).
• Strong command of pipeline forecasting (Salesforce), scorecard management, and MDF budget governance.
• Documented track record managing and exceeding a multi-million-dollar ($100M+) partner revenue portfolio.
• Ability to travel 40–50%.

What Will Make You Stand Out (Preferred Qualifications)

• Familiarity with the Zscaler Zero Trust Exchange platform or equivalent enterprise SSE/ SASE cloud architectures.
• Demonstrate a proven ability to leverage AI technologies and workflows to drive measurable operational efficiency.

Benefits

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