Partner Business Manager – SLED Channels

Job Description

Sr. Partner Business Manager – SLED – TOLA | Confidential Employer

The Tone:
This is a full-time role at Zscaler, focusing on the State, Local, and Education (SLED) market within the TOLA region (Texas, Oklahoma, Louisiana, Arkansas). Zscaler builds a Zero Trust Exchange platform, the world’s largest in-line cloud security platform, to accelerate digital transformation and protect customers from cyberattacks and data loss. This role is crucial for expanding Zscaler’s market reach and revenue by fostering strong partnerships and driving joint go-to-market strategies within the SLED sector. The company is committed to pioneering security transformation in the AI era, amplifying human potential with machine intelligence.

The TL;DR
• Role: Full Time
• Type: Full-time
• Location: Remote USA (TOLA region)
• Pay: $155400–$222000 USD yearly
• Team: SLED Channels, reporting to the Director, SLED Channels
• Mission: Create pipeline revenue by developing joint go-to-market activities with technology partners, channel partner sales executives, and Zscaler’s internal sales organization.

What You’ll Actually Do
• Revenue Generation: Create pipeline revenue through joint go-to-market activities with technology partner leadership, channel partner sales executives, and Zscaler’s internal sales team.
• Campaign Development: Develop regional sales campaigns to identify new mutual prospects and influence new customer engagements, leading to new business meetings.
• Partner Enablement: Deliver enablement sessions to establish product and sales competency within Technology Partners, aligning their go-to-market and sales strategy with Zscaler’s framework to drive sourced pipeline.
• Strategic Partner Management: Map key decision makers and influencers at strategic partners, identify high-impact new business opportunities, and drive execution with partners across sales, marketing, and product functions.
• Technical Practice Promotion: Promote the development of technical pre-sales and post-sales practices within each focus partner.

The Must-Haves
• Background: Senior-level professional with a foundational understanding of AI/ML technologies and experience positioning AI-driven solutions to optimize outcomes.
• Experience: 5+ years of selling experience in the Enterprise, Software, or SaaS space, alongside 3+ years of channel sales or strategic alliances experience with a consistent track record of quota overachievement. Service Provider and System Integrator experience is required, specifically with partners based in the west, and willingness to travel for business reviews and meetings is essential.
• Skills: Proven sales and channel management capabilities, strategic alliances development, go-to-market strategy alignment, and partner enablement.
• Bonus: Experience with progressive, born-in-the-cloud partners, prior experience with network transformation technologies, and any past history working in early-stage technology startups. Solution-selling experience (vs. product-centric sales) and the ability to effectively leverage LLMs and Generative AI tools to boost productivity and sales effectiveness are also preferred.