Director, Alliances & Channels

Traditional security companies are becoming less relevant as cloud adoption and digital transformation become the norm in every market industry and in every market segmentation.  Zscaler has been a leader in Gartner’s MQ for 10 consecutive years and has helped shape the emerging SASE category (a true category creator).  We are well positioned to dominate this massively growing cloud security market.  

The Zscaler Sales Culture
Winning Technology and Products -We offer the best technology and products for the cloud first world. We pioneered cloud security and continue to grow our 70B + TAM by releasing new products every year.

Investing in People – A well-funded and world-class Sales Strategy and Enablement Team to help you succeed.  Sales process, practical methods and training to help you ramp faster and close larger deals as companies accelerate their move to the cloud.
Supportive Leadership – An industry leading leadership team with strong values, off the chart business acumen that will help you succeed quickly, while providing mentorship and career growth.

Competitive; We Play to Win – We are playing in a Rapidly growing TAM and huge market mega-shifts that leads directly to Zscaler; tracking a growth path similar to Salesforce, Workday, & ServiceNow.

Reporting to the Sr Director,  Alliances & Channels, success will be accomplished by establishing professional working relationships with the Zscaler sales teams, the alliance partners and Zscaler Professional Services, Marketing and Support teams and by developing a core understanding of the unique business needs of prospects and customers within the Partners’ respective fields of specialty and expertise.

Additionally, this role has direct responsibility for: 

Understanding of GSI Alliances partners GTM and how to embed Zscaler as part of their offer to market.

Aligning cross functional on sales-oriented activities, including marketing (field and electronic), internal channel structure, sales, promotions, trade-shows, and coordination of Partner Enablement.

Maintaining & evolving establishing and implementing process, criteria, and controls for selection, management, and performance of alliance & channel partners including regular reviews of contractual obligations with partners and compliance with Zscaler policies, procedures, and ethical standards.

Defining specific GTM plans with individual Alliances partners and new business opportunities.

Promoting the development of new sales opportunities with each partner

Working with Zscaler sales executives to leverage external partners to deliver longer-term and solution sales.

Oversee continuous improvement and action plans with the partners and monitor ongoing SLA conformance.

Oversee and participate in Strategic Alliance & Channel Partners QBR’s

Leading and managing a team of Alliances Managers including hiring, career development, coaching, evaluation, and promotion decisions.

Driving organizational, operational, staffing, financial, quality and customer satisfaction targets are consistently met or exceeded by Partners. Includes creating and monitoring KPI’s for each partner on a regular interval.

Requirements: 

Experience building and running a US GSI Alliances program  

Experience working with Alliances partners on partner enablement, GTM strategies, and Account Reviews. 

Experience with GSI Alliances and born in the cloud partners is preferred

Must be willing to travel throughout the US including attendance at all business reviews and ad hoc meetings.

Demonstrate leadership that promotes and exemplifies the highest levels of teamwork, personal accountability, and mutual support to the Partner.

Preference:

 Regional Global System Integrator experience preferred.

Prior experience with network transformation technologies and any past history working in early stage technology start-ups.

Superb organizational skills and demonstrated history outlining and establishing sales strategies.

Additional Information

Experience building and running a US GSI Alliances program  

Experience working with Alliances partners on partner enablement, GTM strategies, and Account Reviews. 

Experience with GSI Alliances and born in the cloud partners is preferred

Demonstrate leadership that promotes and exemplifies the highest levels of teamwork, personal accountability, and mutual support to the Partner.

Preference:

 Regional Global System Integrator experience preferred.

Prior experience with network transformation technologies and any past history working in early stage technology start-ups.

Superb organizational skills and demonstrated history outlining and establishing sales strategies.

#LI-CS1

All your information will be kept confidential according to EEO guidelines.

What You Can Expect From Us:

• An environment where you will be working on cutting edge technologies and architectures
• A fun, passionate and collaborative workplace
• Competitive salary and benefits, including equity

Why Zscaler?

People who excel at Zscaler are smart, motivated and share our values. Ask yourself: Do you want to team with the best talent in the industry? Do you want to work on disruptive technology? Do you thrive in a fluid work environment? Do you appreciate a company culture that enables individual and group success and celebrates achievement? If you said yes, we’d love to talk to you about joining our award-winning team. 

Additional information about Zscaler (NASDAQ: ZS ) is available at https://www.zscaler.com. 

Zscaler is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.