Sr. Partner Business Manager

Zscaler accelerates digital transformation to ensure our customers can be more agile, efficient, resilient, and secure. As an AI-forward enterprise, we are constantly pushing the envelope, leveraging the world’s largest security data lake to power our cloud-native Zero Trust Exchange platform. This innovation protects our customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location.

Here, impact in your role matters more than title and trust is built on results. We say, impact over activity. We seek innovators who actively use AI to amplify their impact and who thrive in an environment where we leverage intelligent systems to stay ahead of evolving threats. We believe in transparency and value constructive, honest debate—we’re focused on getting to the best ideas, faster. We build high-performing teams that can make an impact quickly and with high quality. To do this, we are building a culture of execution centered on customer obsession, collaboration, ownership, and accountability.

We value high-impact, high-accountability with a sense of urgency where you’re enabled to do your best work and embrace your potential. If you’re driven by purpose, thrive on solving complex challenges, and want to be part of the team that’s helping to secure the AI age, we invite you to bring your talents to Zscaler and help shape the future of cybersecurity.

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 FED Channels team supporting Carahsoft. Reporting to the Director, FED 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

• Oversee partner relationships with Partners that are relevant to your business.

• Develop 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.

• Promote the development of technical pre- and post-sales practices within each focus partners

• 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 based partners

• Must be open to travel,