Sr. Partner Business Manager - AI - Federal

Zscaler (NASDAQ: ZS) accelerates digital transformation so customers can be more agile, efficient, resilient, and secure. The Zscaler Zero Trust Exchange platform protects thousands of customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location. Distributed across 200+ public data centers globally and thousands of private sites at the edge, the SASE-based Zero Trust Exchange is the world’s largest in-line cloud security platform.

We believe the future of work is Human + AI and are building an AI-native enterprise where human potential is amplified by machine intelligence to solve the world’s hardest security challenges. Driven by deep customer obsession, we are committed to the mission, outcome, and to each other. We bring these commitments to life through three core behaviors: ownership and collaboration, trust through outcomes and impact, and a challenge culture with ongoing feedback. Ready to make an impact at the company pioneering security transformation in the AI era? Join us at Zscaler.

The Zscaler Sales and Go-to-Market team is a global group of professionals who are passionate about delighting our customers, nurturing trusted partnerships, and sharing their expertise to lead a secure, cloud-enabled digital future and further cement our position as the world leader in cloud security. Sales, Customer Success, Sales Enablement, Solution Architects, Business Development, Transformation, and Technology Partnerships all work together to demonstrate the power and agility of Zscaler cloud transformation to the world.

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 and 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 relevent 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 we can 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's AI infrastructure and security decisions.
• Build an eco-system of consulting and development firms that can influence decisions for Zscaler cyber security. Develop the value propositions for eco-system 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 mtgs

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

Zscaler’s salary ranges are benchmarked and are determined by role and level. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations and could be higher or lower based on a multitude of factors, including job-related skills, experience, and relevant education or training.

The base salary range listed for this full-time position excludes commission/ bonus/ equity (if applicable) + benefits.

Base Pay Range

$155,400—$222,000 USD

At Zscaler, we are committed to building a team that reflects the communities we serve and the customers we work with. We foster an inclusive environment that values all backgrounds and perspectives, emphasizing collaboration and belonging. Join us in our mission to make doing business seamless and secure.

Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including:

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

Learn more about Zscaler's hybrid working model and benefits here.

By applying for this role, you adhere to applicable laws, regulations, and Zscaler policies, including those related to security and privacy standards and guidelines.

Zscaler is committed to providing equal employment opportunities to all individuals. We strive to create a workplace where employees are treated with respect and have the chance to succeed. All qualified applicants will be considered for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status, or any other characteristic protected by federal, state, or local laws. See more information by clicking on the Know Your Rights: Workplace Discrimination is Illegal link.

Pay Transparency

Zscaler complies with all applicable federal, state, and local pay transparency rules.

Zscaler is committed to providing reasonable support (called accommodations or adjustments) in our recruiting processes for candidates who are differently abled, have long term conditions, mental health conditions or sincerely held religious beliefs, or who are neurodivergent or require pregnancy-related support.