Partner Sales Manager - Tech Alliances - US SLED 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
We work in a fast paced, dynamic and make-it-happen culture. Our people are some of the brightest and passionate in the industry that thrive on being the first to solve problems. We are always looking to hire highly passionate, collaborative and humble people with an unwavering desire to be their absolute best.
As a Partner Sales Manager, you will be working directly with Zscaler's Technology Alliance Partners to develop new business and expand existing relationships across the US State, Local and Education segments of our business. As Zscaler prepares to embark on the next wave of growth and disruption, Technology partners will be a critical investment area and focus. Joining this team will put you at the forefront of future growth. You will accelerate customer transformation to the cloud by executing a joint go-to-market strategy that identifies sales opportunities, brokers the sales motion and partnership between our partners and the Zscaler sales team and ultimately, drives the business to closure. The ideal candidate will have both significant experience generating new business through alliance/channel partners and a keen ability to establish trust and credibility with sales leaders and colleagues.
Responsibilities:
  • Reporting to the Head of Technology Partner Sales, success will be accomplished by establishing and fostering relationships with Zscaler's sales teams as well as our alliance partners while demonstrating to senior executives the value of our joint integrated solutions. Your mission is to understand the partners' business objectives, go-to-market approach, and key sales leaders in region and use this insight to execute a joint partnership strategy focused on new sales and customer engagements.
  • This role is specifically focused on the Public Sector (State, Local and Education segments) within the United States, hence, SLED and/or channel experience is a firm requirement.

Additionally, this role has direct responsibility for:
  • Generating pipeline revenue by driving joint go-to-market (GTM) activity with Technology Partner leadership, partner sales executives, and our own internal sales organization.
  • Developing and executing regional sales campaigns to identify new mutual prospects and influence new customer engagements resulting in new business meetings (NBMs).
  • Delivering 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 drive sourced pipeline
  • Creating confidence at an executive level, leading to the creation of downstream regional sales buy-in, technical enablement and field execution
  • Overseeing & participating in regional QBR's for the sales team
  • Driving sales volume and velocity KPI's for each partner on a regular interval
  • Mapping key 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.
  • Influencing key senior, mid-level and line-level relationships and gain preference for Zscaler.

Qualifications
  • 5 -10+ years selling in the Enterprise, Software and/or SaaS space
  • 3 - 5+ years channel sales or strategic alliances experience. Must have consistent track record of quota overachievement
  • Demonstrated success working with partner companies to achieve quota, executing joint go-to-markets
  • Solution-selling experience (vs. product-centric sales)
  • Superb organizational skills and demonstrated history outlining and establishing sales strategies; proactively seeks feedback and input.
  • Smart, analytical, creative, driven and with a get-it-done attitude
  • Exceptional writing and presentation skills
  • Must be open to travel (when appropriate); including attendance at all business reviews and mtgs
  • Demonstrate leadership that promotes and exemplifies the highest levels of teamwork, personal accountability, and mutual support to the Partner
  • Experience with security vendors and/or public cloud providers is preferred
  • Prior working experience in MEDDIC-based sales organizations is desirable

Education: BS or BA degree Required
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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Candidate Location Eligibility:
San Francisco, CA

Technology we use

  • Engineering
  • Sales & Marketing
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    • PipedriveCRM
    • MarketoLead Gen

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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