- Location
- Remote - California, USA; Remote - USA · Remote - California, USA · Remote - USA
- Workplace
- Remote
- Type
- Full-time
- Department
- WW Alliances & Channels
- Seniority
- Director
- Experience
- 10+ years
- Source
- Greenhouse
Description
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.
Role
Zscaler is seeking a high-impact Sr. Director, National Partners to lead and scale our strategic National Solution Provider and Distribution ecosystem across the Americas (AMS). In this role, you will lead a senior team of Partner Business Managers (PBMs), drive C-level alignment with national partners, and orchestrate co-selling with regional sales leadership to accelerate Zero Trust adoption and multi-million-dollar ACV growth.
What You’ll Do (Role Expectations)
Strategic Partner Vision & Executive Alignment
- Own C-level/VP alignment across top National Solution Providers to make Zscaler their go-to Zero Trust partner.
- Architect annual Joint Business Plans (JBPs) and lead executive Quarterly Business Reviews (QBRs).
Revenue & Pipeline Growth (Driving Partner Loyalty)
- Establish "Lead with Zscaler" GTM motions that motivate partner teams to prioritize Zscaler across cloud and security pursuits.
- Integrate joint pursuit and account-mapping frameworks into Zscaler’s core sales cadence while protecting deal integrity.
High-Performance Team Leadership & Accountability
- Recruit, coach, and lead a high-performing team of Senior Partner Business Managers (PBMs).
- Manage scorecards tied to partner-sourced pipeline, net-new logo acquisition, and ACV quota attainment.
Cross-Functional Field Orchestration
- Bridge National Partner strategy with AMS Area VPs and Regional Sales Directors to drive frictionless co-selling.
- Embed partner engagement criteria into enterprise qualification frameworks
Partner Practice & Competency Development
- Guide partner leadership in building high-margin, dedicated Zscaler consulting and services practices.
- Accelerate pre- and post-sales technical certifications to build partner self-sufficiency.
Who You Are (Success Profile)
-
Proactive executive leader with a purpose-driven and high-accountability approach to scaling channel businesses.
-
Stellar communicator who excels at building C-suite alignment and navigating complex co-selling sales matrixes.
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Strategic coach dedicated to mentoring quota-carrying, senior partner management teams.
What We’re Looking for (Minimum Qualifications)
- Demonstrated curiosity and active exploration of AI tools, with a proven history of integrating new technologies to enhance daily workflows and augment problem-solving
- 10+ years of experience in enterprise SaaS, cybersecurity, or cloud networking partner/channel leadership.
- 5+ years managing and mentoring quota-carrying channel or partner sales teams.
- Bachelor’s degree (or equivalent practical experience).
- Strong command of pipeline forecasting (Salesforce), scorecard management, and MDF budget governance.
- Documented track record managing and exceeding a multi-million-dollar ($100M+) partner revenue portfolio.
- Ability to travel 40–50%.
What Will Make You Stand Out (Preferred Qualifications)
-
Familiarity with the Zscaler Zero Trust Exchange platform or equivalent enterprise SSE/ SASE cloud architectures.
- Demonstrate a proven ability to leverage AI technologies and workflows to drive measurable operational efficiency.
#LI - JK1
#LI - Remote
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.
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.