Senior Director, Scaled Partner Sales

Required

• 12+ years of experience in enterprise software, cloud, or cybersecurity sales, including at least five years leading a quota-carrying partner business or sales team.
• Proven success meeting or exceeding revenue targets and building predictable pipeline, accurate forecasts, and recurring revenue through indirect routes to market.
• Substantial commercial experience with distributors and MSP/MSSP ecosystems, including executive partner relationships, joint business planning, and downstream partner activation.
• Strong analytical capabilities with the ability to leverage partner data analytics tools (such as Crossbeam, Salesforce, etc.) to reinforce a strategic, data-driven approach.
• Deep understanding of low- and no-touch sales motions, including subscription and consumption economics, partner profitability, and the overall customer lifecycle.
• Natural leadership skills with the commercial judgment and executive influence required to drive cross-functional decisions across Sales, Partner Programs, Product, Finance, and Operations.
• Demonstrated curiosity and active exploration of AI tools, with a proven history of integrating new technologies to enhance daily workflows and augment problem-solving
• What Will Make You Stand Out (Preferred Qualifications)
• Direct experience establishing or scaling MSSP aggregator or comparable cloud aggregator and marketplace relationships, including activating downstream MSPs.
• A track record of pioneering cybersecurity or cloud security business growth through managed services, distribution, or digital sales channels across multiple global regions.
• A "builder" mindset—while MSSP and distribution motions exist at scale here at Zscaler, we want a candidate who thrives on taking embryonic programs and scaling them into mature revenue operations.
• A proven history of improving partner productivity and sales efficiency through automation, repeatable sales plays, and data-driven management of conversion, time to revenue, and cost to serve.