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)