Director of Strategic (Outbound) Partnerships at Zscaler

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Company Description
Zscaler (NASDAQ: ZS) accelerates digital transformation so that customers can be more agile, efficient, resilient, and secure. The Zscaler Zero Trust Exchange is the company's cloud-native platform that protects thousands of customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location.
With more than 10 years of experience developing, operating, and scaling the cloud, Zscaler serves thousands of enterprise customers around the world, including 450 of the Forbes Global 2000 organizations. In addition to protecting customers from damaging threats, such as ransomware and data exfiltration, it helps them slash costs, reduce complexity, and improve the user experience by eliminating stacks of latency-creating gateway appliances.
Zscaler was founded in 2007 with a mission to make the cloud a safe place to do business and a more enjoyable experience for enterprise users. Zscaler's purpose-built security platform puts a company's defenses and controls where the connections occur-the internet-so that every connection is fast and secure, no matter how or where users connect or where their applications and workloads reside.
Job Description
As Director of Strategic (Outbound) Partnerships you will develop partnership strategy, create unique zero-trust based product bundles with partners, and form new revenue-generating partnerships for key strategic initiatives. The ideal candidate has a sales hunter mentality to identify and build new partner opportunities, then implement and negotiate the right deals to enable Zscaler growth while making our customers successful. But that's not all - you'll also be getting to partner creatively with our product management, architects and product marketing teams, to design innovative partner bundled solutions, OEMs and whitelabels, then determine how to best communicate the value to partners and customers. You'll also be leveraging research skills and technical aptitude to conduct customer, partner and market research to form partnership vision.
The Director will drive success that will be measured in go-to-market activities with a focus on direct revenue, market share gains and new customer acquisition. This role lies within Zscaler's partnership group focused specifically on creating additional routes to market. It operates as a startup within a bigger company, running fast and lean to bring to market the next zero-trust innovations around a variety of areas such as application modernization, OT, IoT, 5G, and insurance.
We look for people who can make the impossible possible, turning visions into reality. Who have a hunger to learn, who display maturity, command trust and inspire confidence, who love working in teams where multi-tasking is the norm. This is not only a role for business development professionals. It is also a great opportunity for a product manager or strategy professional looking to get closer to direct revenue generation, or for a sales engineer looking to transition to a more strategic role that is still customer facing. Most importantly, this job is an energizing mix of being a senior leader and a doer: If you're a strategic thinker who also has an ability to operationally plan and execute, alongside or in leadership of cross-functional teams, this is the role for you!
Responsibilities/What You'll Do:

 

  • Develop strategic partnerships, primarily in the form of outbound embedded, bundled, and other sell-thru deals in select strategic focus areas
  • Evaluate new areas to partner by driving customer, partner and market research and strategy formulation
  • Design bundled solutions with partners' products and Zscaler's zero trust solutions. Then, determine the best way to monetize the bundle and communicate the value to the customer.
  • Understand who the key decision makers and influencers are at the partners, find areas for new business to both parties, and drive execution with the partner across functions - sales, marketing, and product.


Qualifications

 

 

  • Must have 8+ years demonstrated experience in at least one of the following: strategic sales, strategic business development, technology alliances, product management, or product / technical marketing. Fewer years of experience will be considered but could translate to a senior manager instead of a Director-level position.
  • Must have experience in cross-functional leadership around large-scale projects and/or programs.
  • Lean startup experience or experience as a "doer" in interdisciplinary roles
  • Strong networking and relationship formation capabilities
  • High degree of professionalism, ability to interface with executives on a daily basis and represent Zscaler externally
  • Proactively seeks feedback and input. Willing to learn from anyone.
  • Smart, analytical (with attention to details), creative, driven and with get-it-done attitude
  • Strong writing and presentation skills. Actively listens and communicates well with others
  • Ability to establish priorities and measure success, and demonstrate good judgment.


Additional Desired Qualifications

 

 

  • Experience with new market entry, corporate development or partner development strategy, or product strategy.
  • Experience with outbound embedded or OEM sales, reseller partnerships, with demonstrable joint go-to-market execution impact at scale via sell-with and sell-through models.
  • Experience working with executives and influencing decision makers at very large market-cap partners (>$100Bn)
  • High ability to influence peers and leaders.


Additional Information
Why Zscaler?
We are playing in a rapidly growing 20B + TAM and huge market mega-shifts that leads directly to Zscaler; tracking a growth path similar to Salesforce, Workday, & ServiceNow. 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!
Learn more at zscaler.com or follow us on Twitter @zscaler. Additional information about Zscaler (NASDAQ : ZS ) is available at http://www.zscaler.com. All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.
All your information will be kept confidential according to EEO guidelines.
#LI-MM1
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.

 

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An Insider's view of Zscaler

What are some social events your company does?

Here at Zscaler, we know how to have fun! Many of us participate in events ranging from celebrating cultural events, Intern Expos, Family Fun Day, International Women's day, to organizational off-sites.

We are able to find ways to celebrate anything from annual Employee Work Anniversaries to being recognized as a Great Place to Work company!

Valerie

Talent Ops Specialist

What kinds of technical challenges do you and your team face?

One challenge my team faces is staying ahead in the ever-changing tech landscape. We’re tackling this by building a library of widgets, or carefully designed, reusable pieces of code, so we can keep our tech stack dynamic. The goal is to be able to plug these widgets into any of our products, reducing redundancy and keeping things loosely coupled.

Bettina

Software Engineer

What are Zscaler Perks + Benefits

Culture
Volunteer in local community
Friends outside of work
Eat lunch together
Intracompany committees
Open door policy
Team owned deliverables
Team based strategic planning
Open office floor plan
Diversity
Unconscious bias training
Diversity Employee Resource Groups
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Dental Benefits
Vision Benefits
Health Insurance Benefits
Pet Insurance
Onsite Gym
Retirement & Stock Options Benefits
401(K)
Company Equity
Employee Stock Purchase Plan
Vacation & Time Off Benefits
Paid Holidays
Paid Sick Days
Perks & Discounts
Casual Dress
Company Outings
Game Room
Stocked Kitchen
Some Meals Provided
Happy Hours
Parking
Professional Development Benefits
Job Training & Conferences
Tuition Reimbursement
Lunch and learns
Promote from within

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