Senior Business Development Manager

Role Expectations

• Own developing a strong ecosystem of partners to address Data Protection and Email Security use cases, orchestrating new differentiated integrations that drive unique value for joint customers and source or influence new engagements
• Work with Product and Solution Architecture teams to identify product integration opportunities that address new customer use cases and build business cases to prioritize them
• Understand partners’ business objectives, go-to-market approach, and channel mechanisms to build and execute partnership strategies focused on new sales and customer engagements
• Identify key decision makers and influencers at partner organizations, find areas for highest impact new business to both parties, and drive execution across sales, marketing, and product functions
• Influence key senior, mid-level, and line-level relationships to gain preference for Zscaler

Who You Are (Success Profile)

• You act like an owner with a strong bias for action, navigating seamlessly between high-level strategy and hands-on partnership execution.
• You are customer-obsessed, anchoring ecosystem strategy and integration efforts in solving real-world security challenges.
• You are a high-trust collaborator who builds deep relationships across sales, marketing, product, and partner teams.
• You are data-driven, leveraging clear metrics and analytics to measure partnership impact, track KPIs, and guide strategic decisions.
• You champion simplicity by distilling complex technical concepts and multi-party alignment into clear, actionable plans.

What We’re Looking for (Minimum Qualifications)

• Foundational understanding of AI/ML technologies and experience leveraging, securing, or positioning AI-driven solutions to optimize outcomes within your functional domain
• Bachelor’s Degree in Computer Science or a related technical discipline, or an MBA if undergraduate degree is non-technical
• 5+ years of demonstrated experience in strategic business development, technology alliances, product management/marketing, or technical sales enablement at a Software or SaaS technology provider with a mix of start-up and public company experience preferred
• 3+ years of experience developing a technology partner ecosystem with demonstrable impact in sourcing or influencing new customer engagements through marketing and sales enablement

What Will Make You Stand Out (Preferred Qualifications)

• Strong technical acumen within the cybersecurity industry
• Data-driven analytical mindset with proven ability to measure alliance KPIs, forecast co-sell revenue, and leverage Salesforce.com
• Proven ability to work independently, establish priorities, and demonstrate sharp judgment with a creative, drive-to-execution attitude