SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
Salary: USD 155,400 - 222,000 / annual
Zscaler is seeking an experienced Senior Partner Business Manager to join the SLED (State, Local, Education) Channels team. Reporting to the Director of SLED Channels, you will own the strategic partnership relationships with major technology distributors and system integrators including CDW, Presidio, and SHI.
Your primary responsibilities will include:
• Building and expanding long-term relationships with key channel partners, serving as the primary point of contact for strategic alignment and growth initiatives.
• Creating pipeline revenue through joint go-to-market (GTM) activities with partner leadership, channel sales executives, and internal Zscaler sales teams.
• Developing regional sales campaigns to identify new mutual prospects and influence customer engagements, resulting in new business meetings (NBMs).
• Delivering product and sales enablement to establish competency within partner organizations, influencing their GTM strategy in alignment with Zscaler's partner sales framework.
• Mapping key decision-makers and influencers at strategic partners, identifying high-impact new business opportunities, and driving cross-functional execution across sales, marketing, and product teams.
• Promoting the development of technical pre- and post-sales practices within partner organizations.
• Establishing and implementing selection criteria, management processes, and performance controls for alliance and channel partners, including regular contractual reviews and compliance monitoring.
Zscaler's Zero Trust Exchange platform is a cloud-native security solution protecting thousands of customers globally through 160+ public exchanges and thousands of private edge exchanges. The company is NASDAQ-listed and positioned as the world's largest in-line cloud security platform, with a focus on AI-native enterprise capabilities.
REQUIREMENTS:
Minimum Qualifications:
• 5+ years selling in Enterprise, Software, or SaaS environments
• 3+ years of channel sales or strategic alliances experience with a consistent track record of quota overachievement
• Service Provider and System Integrator experience required, specifically with west-based partners
• Must be open to travel, including attendance at all business reviews and meetings
• Foundational understanding of AI/ML technologies and experience leveraging, securing, or positioning AI-driven solutions
Preferred Qualifications:
• Experience with progressive, born-in-the-cloud partners
• Prior experience with network transformation technologies and early-stage technology startups
• Solution-selling experience (versus product-centric sales)
• Ability to effectively leverage LLMs and Generative AI tools to boost productivity and sales effectiveness in research, prospecting, customer prep, and opportunity management
