Senior Partner Business Manager – AI, Federal

This is a fully remote position, open to applicants in District of Columbia, +1 more state.

📋 Description

• Generate pipeline revenue through collaborative go-to-market initiatives with AI development companies, AI-focused reseller channel sales executives, and Zscaler’s internal sales team.

• Create regional sales campaigns aimed at identifying shared prospects and influencing customer interactions pertinent to agency AI strategies.

• Provide enablement that establishes product and sales proficiency within AI-focused resale partners, AI development firms, and technology collaborators.

• Shape partner go-to-market and sales strategies in accordance with Zscaler’s partner sales framework to enhance sourced pipeline.

• Lead engagement with executives and ensure buy-in from regional sales, alongside technical enablement and field execution.

• Map out strategic partner decision-makers and influencers while fostering cross-functional execution among sales, marketing, and product teams.

• Influence senior, mid-level, and line-level relationships to cultivate preference for Zscaler.

• Establish technical pre-sales and post-sales practices within targeted partners.

• Develop marketing strategies and go-to-market initiatives centered around AI in collaboration with AI development firms and AI-focused resellers.

• Identify and engage AI-focused technology firms that are shaping agencies’ AI infrastructure and security decisions.

• Build a network of consulting and development firms that impact Zscaler's cybersecurity decisions and develop their Federal value propositions.

• Report directly to the Director of Federal Channels & Public Sector Distribution.

⛳️ Requirements

• A minimum of 5 years of experience selling in the Enterprise, Software, or SaaS sectors.

• At least 3 years of experience in channel sales or strategic alliances with a proven track record of exceeding quotas.

• Strong knowledge of the emerging AI market within the Federal sector and the key players shaping agency AI strategies.

• Willingness to travel, including participation in all business reviews and meetings.

• Experience with progressive, cloud-native partners is preferred.

• Established relationships with national security and network VARs are preferred.

• Previous experience with network transformation technologies and early-stage technology startups is preferred.

• Experience in solution selling is preferred.

• Familiarity with AI development firms and connections within influential organizations in the Federal space is preferred.

🏝️ Benefits

• Various health plans.

• Time off plans for vacation and sick leave.

• Parental leave options.

• Retirement options.

• Education reimbursement.

• In-office perks.

• Reasonable support/accommodations or adjustments in recruiting processes.