Senior Director, National Partners

This is a fully remote position, open to applicants in California.

📋 Description

• Lead and expand Zscaler’s strategic ecosystem of National Solution Providers and Distributors throughout the Americas.

• Manage a senior team of Partner Business Managers.

• Foster alignment with C-level executives at national partner organizations.

• Coordinate co-selling efforts with regional sales leadership to expedite Zero Trust adoption and drive multi-million-dollar ACV growth.

• Oversee C-level and VP alignment with leading National Solution Providers.

• Develop annual Joint Business Plans and lead executive Quarterly Business Reviews.

• Establish “Lead with Zscaler” go-to-market strategies.

• Incorporate joint pursuit and account-mapping frameworks into Zscaler’s sales processes while ensuring deal integrity.

• Recruit, mentor, and lead Senior Partner Business Managers.

• Manage scorecards linked to partner-sourced pipeline, acquisition of net-new logos, and ACV quota achievement.

• Connect National Partner strategy with AMS Area VPs and Regional Sales Directors.

• Integrate partner engagement criteria into enterprise qualification frameworks.

• Advise partner leadership in developing dedicated Zscaler consulting and services practices.

• Accelerate pre- and post-sales technical certifications to enhance partner self-sufficiency.

⛳️ Requirements

• Demonstrated curiosity and proactive exploration of AI tools, with a proven track record of integrating new technologies to improve daily workflows and enhance problem-solving capabilities.

• Over 10 years of experience in enterprise SaaS, cybersecurity, or cloud networking partner/channel leadership.

• More than 5 years of experience managing and mentoring quota-carrying channel or partner sales teams.

• Bachelor’s degree or equivalent practical experience.

• Strong proficiency in pipeline forecasting using Salesforce, scorecard management, and governance of MDF budgets.

• Proven history of managing and surpassing a multi-million-dollar ($100M+) partner revenue portfolio.

• Willingness to travel 40–50% of the time.

• Familiarity with the Zscaler Zero Trust Exchange platform or comparable enterprise SSE/SASE cloud architectures is preferred.

• Demonstrated ability to utilize AI technologies and workflows to achieve measurable operational efficiency is preferred.

🏝️ Benefits

• A variety of health plan options.

• Time off policies for vacation and sick leave.

• Parental leave options available.

• Retirement savings plans.

• Education reimbursement opportunities.

• In-office perks.

• Hybrid work model.

• Reasonable support and accommodations during the recruiting process.