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Zscaler is seeking a Principal, Regional Partner Programs to own the regional build, activation, and execution of priority partner programs and go-to-market initiatives. Reporting to the Senior Director, Global Partner Programs within the Channel and Alliances organization, you will serve as a senior individual contributor exercising independent judgment and executive influence across the full lifecycle of partner program development and scaling.
Key responsibilities include:
- Define and execute a regional roadmap aligned with global strategy, partnering with regional Channel and Sales leadership to prioritize target partners, sales plays, and business outcomes while managing competing priorities and execution tradeoffs.
- Turn regional growth opportunities and field needs into business cases, partner offers, and program requirements. Work with global owners to design solutions, assess partner economics and downstream impacts, and lead pilots. Secure approval for changes to global program rules.
- Drive end-to-end regional delivery across commercial requirements, processes, systems, enablement, and communications. Resolve ownership gaps, validate execution capability, and lead post-launch stabilization.
- Mobilize regional teams to achieve agreed goals for partner participation, field productivity, and business contribution. Use performance data and field feedback to diagnose barriers, influence senior leaders, and drive corrective action.
- Reduce manual work and recurring exceptions by building reusable playbooks. Use regional results to influence global improvements and scale successful approaches across regions. Transition established programs to named ongoing owners with clear processes and governance.
You thrive in ambiguity, operating with ownership mentality and integrity. You are a problem-solver who loves running toward challenges to find solutions with maximum impact. You collaborate at high trust, ambitious for team outcomes, and embrace candid feedback. You have a genuine growth mindset and actively seek development opportunities.
Zscaler (NASDAQ: ZS) is a leader in zero-trust security, protecting thousands of customers through its Zero Trust Exchange platform distributed across 160+ public exchanges globally. The company is building an AI-native enterprise where human potential is amplified by machine intelligence.
Requirements:
- Foundational understanding of AI/ML technologies and experience leveraging, securing, or positioning AI-driven solutions within your functional domain
- 10+ years of experience in partner programs, partner ecosystems, channel strategy, go-to-market execution, or business transformation
- Proven success independently leading complex partner programs from design through launch, adoption, and measurable business outcomes
- Strong understanding of multiple partner routes to market (reseller, MSSP, GSI, cloud, etc.) including partner economics and commercial models
- Demonstrated ability to influence senior leaders, resolve cross-functional tradeoffs, and translate ambiguous requirements into executable plans
Preferred qualifications:
- Experience leveraging AI-driven predictive analytics or operational tools to optimize regional partner program performance, identify high-potential GTM routes, or automate partner enablement processes
- Experience in cybersecurity, enterprise software, SaaS, cloud, or another complex global B2B technology environment
- Proven track record of adapting global programs across multiple countries, leading pilots, creating repeatable playbooks, and using automation to scale successful regional approaches
