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 Partner Business Manager to join our DoD Channels team. Reporting to the Director, DoD and SLED Channels, you will:
- Create pipeline revenue by creating joint go-to-market (GTM) activity with technology partner leadership, channel partner sales executives, and our own internal sales organization
- Develop partner plans for each territory that leverages our reseller, TAP, FSI, & MSP partners and regional sales campaigns to identify new mutual prospects and influence new customer engagements resulting in new business meetings (NBMs)
- Deliver 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 lead sourced pipeline
- Map main 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.
- Establish and implement selection process, criteria, and controls for selection, management, and performance of alliance and channel partners including regular reviews of contractual obligations with partners and compliance with Zscaler policies, procedures, and ethical standards.
What We're Looking for (Minimum Qualifications)
- 5+ years selling in the Enterprise, Software or SaaS space
- 3+ years channel sales or strategic alliances experience with a consistent track record of quota overachievement
- Service Provider and System Integrator experience required, specifically with our west or central based partners
- Must be open to travel, including attendance at all business reviews and mtgs
What Will Make You Stand Out (Preferred Qualifications)
- Experience with progressive, born-in-the-cloud partners
- Relationships with national security and network VARs
- Prior experience with network transformation technologies and any past history working in early-stage technology startups
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