Sr Partner Business Manager

Job Description

Sr. Partner Business Manager | Confidential Employer

The Tone:
This is a full-time role at Zscaler, located in Gurgaon, India. Zscaler pioneered cloud security with its Zero Trust Exchange platform, which protects thousands of customers from cyberattacks and data loss by securely connecting users, devices, and applications. This platform is the world’s largest in-line cloud security platform, distributed globally across 200+ data centers and thousands of private sites. The Sr. Partner Business Manager plays a crucial role in accelerating partner-driven revenue growth by enabling partners to master Zscaler’s value proposition and effectively position its cloud platform to solve complex business challenges for clients.

The TL;DR
• Role: Full Time
• Type: Full Time
• Location: Hybrid – Gurgaon, India

• Team: Reporting to the Sr Director, Channels & Alliances in the WW Alliances & Channels department.
• Mission: Accelerate partner-driven revenue growth by enabling partners to master the Zscaler value proposition and position its cloud platform to solve the complex business challenges of their prospective clients.

What You’ll Actually Do
• Pipeline Generation: Generate pipeline revenue by driving joint go-to-market (GTM) activities with channel partner leadership, partner sales executives, and internal sales teams.
• Client Identification: Partner closely with national partners and Regional Account Managers to identify high-value mutual prospects and secure new business meetings (NBMs).
• Competency Building: Build product and sales competency across growth national partners, aligning their GTM and sales strategies with the Zscaler CLOSE framework to drive partner-sourced pipeline.
• Program Governance: Establish and implement criteria, processes, and governance controls for partner selection, management, and performance, ensuring adherence to contractual obligations and ethical standards.

The Must-Haves
• Background: Senior-level professional with a foundational understanding of AI/ML technologies and experience leveraging, securing, or positioning AI-driven solutions to optimize outcomes within your functional domain.
• Experience: Demonstrable sales and customer outcome success partnering with Global System Integrators (GSIs) and consulting firms in India. Proven track record selling cloud platforms, with the ability to articulate technical architectures as business outcomes and digital transformation drivers. Experience developing channel ecosystems for network security and cloud technologies, including security proxies, caches, SSL/IPSec VPNs, and firewalls. Established enterprise channel sales experience with proven working relationships across leading regional GSI partners.
• Skills: Ability to articulate technical architectures as business outcomes and digital transformation drivers. Proven working relationships across leading regional GSI partners. Foundational understanding of AI/ML technologies and their application in security or business optimization.
• Bonus: Experience leveraging AI-powered sales intelligence platforms or positioning AI-driven security architectures to accelerate complex enterprise sales cycles. Strong communication and presentation skills with a proven ability to teach, inspire, and influence senior cross-functional leaders and external partners. Demonstrated self-motivation and discipline to manage and execute rigorous internal and external operating cadences.