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Salary: USD 155,400 - 222,000 / annual
Zscaler is seeking an experienced Senior Partner Business Manager to lead go-to-market strategy and partnership development in the emerging AI security market within the Federal sector. Reporting to the Director of Federal Channels & Pubsec Distribution, you will drive pipeline revenue by orchestrating joint GTM activities with AI development firms, AI-centric resellers, and internal sales teams.
Key responsibilities include:
- Creating and executing regional sales campaigns to identify new prospects aligned with agency AI strategies, generating new business meetings
- Developing and delivering enablement programs to build product and sales competency within AI-centric resale partners and technology partners, influencing their GTM strategy
- Establishing executive-level confidence and driving downstream regional sales buy-in, technical enablement, and field execution
- Mapping key decision makers and influencers at strategic partners to identify high-impact opportunities and drive cross-functional execution (sales, marketing, product)
- Building influence across senior, mid-level, and line-level relationships to establish Zscaler preference
- Developing technical pre-sales and post-sales practices within partner organizations
- Creating AI-centric marketing and GTM plays for joint go-to-market with AI development firms and resellers
- Identifying and engaging AI-centric technology firms that influence agency AI infrastructure and security decisions
- Building an ecosystem of consulting and development firms that can influence Zscaler cyber security decisions, developing value propositions across Federal
Zscaler is a NASDAQ-listed cloud security leader operating the world's largest in-line cloud security platform (Zero Trust Exchange), protecting thousands of customers globally through 200+ public data centers and thousands of private edge sites. The company is building an AI-native enterprise where human potential is amplified by machine intelligence.
Requirements:
- 5+ years selling in Enterprise, Software, or SaaS environments
- 3+ years channel sales or strategic alliances experience with consistent track record of quota overachievement
- Strong understanding of the emerging AI market in Federal and key 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 (versus product-centric sales)
- Experience working with AI development firms and relationships within influential Federal firms
