Sr. Partner Business Manager - AI - Federal

We're looking for an experienced Partner Business Manager focused on the emerging AI security market to join our Federal Channels Team. Reporting to the Director, Federal Channels & Pubsec Distribution, you will:

• Create pipeline revenue by creating joint go-to-market (GTM) activity with AI development firms, AI-centric reseller channel partner sales executives, and our own internal sales organization
• Develop regional sales campaigns to identify new mutual prospects and influence new customer engagements resulting in new business meetings (NBMs) that are relevant to agency AI strategies.
• Deliver enablement to establish product and sales competency within our AI-centric Resale Partners, AI Development Firms and relevant Technology Partners, influencing their GTM and sales strategy in alignment with Zscaler's partner sales framework to drive sourced pipeline
• Create confidence at an executive level, leading to the creation of downstream regional sales buy-in, technical enablement and field execution
• Map 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
• Influence key senior, mid-level and line-level relationships and gain preference for Zscaler
• Drive the development of technical pre-sales and post-sales practices within each focus partner
• Develop AI-centric marketing and other GTM plays to take to market with AI development firms and AI-centric resellers.
• Identify and engage with AI-centric technology firms that can influence the shape of agency AI infrastructure and security decisions.
• Build an ecosystem of consulting and development firms that can influence decisions for Zscaler cyber security. Develop the value propositions for ecosystem firms across Federal.

What We're Looking for (Minimum Qualifications)

• 5+ years selling in the Enterprise, Software or SaaS space
• 3+ years channel sales or strategic alliances experience with a consistent track record of quota overachievement
• Strong understanding of the emerging AI market in Federal and the players influencing agency AI strategies.
• Must be open to travel, including attendance at all business reviews and meetings

What Will Make You Stand Out (Preferred Qualifications)

• Experience with progressive, born-in-the-cloud partners
• Relationships with national security and network VARs
• Prior experience with network transformation technologies and any past history working in early-stage technology startups
• Solution-selling experience (vs. product-centric sales)
• Experience working with AI development firms and relationships within influential firms in Federal

Base Pay Range

Zscaler's salary ranges are benchmarked and are determined by role and level. The base salary range listed for this full-time position is $155,400 to $222,000 USD and excludes commission, bonus, equity (if applicable) and benefits.

Benefits

• Various health plans
• Time off plans for vacation and sick time
• Parental leave options
• Retirement options
• Education reimbursement
• In-office perks, and more!