The Zscaler Sales and Go-to-Market team is a global group of professionals who are passionate about delighting our customers, nurturing trusted partnerships, and sharing their expertise to drive a secure, cloud-enabled digital future and further cement our position as the world leader in cloud security. Sales, Customer Success, Sales Enablement, Solution Architects, Business Development, Transformation, and Technology Partnerships all work together to demonstrate the power and agility of Zscaler cloud transformation to the world.
We're looking for an experienced Distribution Partner Business Manager to join our Distribution team. Reporting to the VP, Global Distribution Sales, you will:
- Generate Pipeline revenue by developing and driving joint go-to-market (GTM) activity with Distribution partner leadership, Distribution sales executives, and our own internal sales organization.
- Partner closely with Distribution partner, Regional PBMs to identify high propensity reseller prospects to enable via Distribution to drive increased engagements resulting in increased new business deal registrations.
- Developing product and sales competency within Distribution managed partners, influencing their GTM and sales strategy in alignment with Zscaler's "CLOSE framework" to drive partner sourced pipeline
- Creating confidence at an executive level, leading to creation of downstream sales buy-in and technical practice creation
- 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
- Oversee & participate in executive QBR's between Zscaler and Distributors
- Driving organizational, operational, staffing, financial, quality and customer satisfaction targets are consistently met or exceeded by Distributors. Includes creating and monitoring KPI's for each Distributor on a regular interval.
Minimum Qualifications
- 5+ years distribution or channel sales experience
- Experience using two-tier channel model and technology alliance partners to achieve quota
- Must be willing to travel throughout the U.S., Canada and Latin America 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
- Understanding of Service Provider and System Integrators (AT&T, Verizon, BT, Accenture, Deloitte, IBM, DXC Technologies, AHEAD)
At Zscaler, we believe that diversity drives innovation, productivity, and success. We are looking for individuals from all backgrounds and identities to join our team and contribute to our mission to make doing business seamless and secure. We are guided by these principles as we create a representative and impactful team, and a culture where everyone belongs. For more information on our commitments to DEIB, visit the Corporate Responsibility page of our website.
Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including:
- Various health plans
- Time off plans for vacation and sick time
- Parental leave options
- Retirement options
- Education reimbursement
- In-office perks, and more!
