Define, lead, and execute the AMS regional partner strategy across assigned sub-theaters, prioritizing and recruiting high-potential regional partners, SIs, and MSSPs to accelerate adoption of the Zscaler Zero Trust Exchange platform
Drive field sales alignment and friction-free co-selling with Regional Sales Directors, Area Vice Presidents, and Account Executives, embedding partner value into MEDDPICC qualification and the CLOSE framework
Architect and govern Joint Business Plans (JBPs), executive QBRs, and pipeline forecasting in Salesforce with focus partners, establishing clear milestones for partner-sourced bookings, deal governance, and MDF co-investments
Collaborate with partner technical and services leadership to build dedicated Zero Trust architectural competencies, drive sales and technical enablement, and accelerate partner-led demonstrations and certified deployments
Lead, coach, and mentor a team of Partner Business Managers (PBMs) while partnering cross-functionally with Marketing, Operations, Solutions Engineering, Finance, and Legal to remove operational friction and drive quota attainment
Qualification
You thrive in ambiguityYou act like an ownerYou are a problem-solverYou are a high-trust collaboratorYou are a learner
Required
You thrive in ambiguity. You're comfortable building the path as you walk it. You thrive in a dynamic environment, seeing ambiguity not as a hindrance, but as the raw material to build something meaningful.
You act like an owner. Your passion for the mission fuels your bias for action. You operate with integrity because you genuinely care about the outcome. True ownership involves leveraging dynamic range: the ability to navigate seamlessly between high-level strategy and hands-on execution.
You are a problem-solver. You love running towards the challenges because you are laser-focused on finding the solution, knowing that solving the hard problems delivers the biggest impact.
You are a high-trust collaborator. You are ambitious for the team, not just yourself. You embrace our challenge culture by giving and receiving ongoing feedback—knowing that candor delivered with clarity and respect is the truest form of teamwork and the fastest way to earn trust.
You are a learner. You have a true growth mindset and are obsessed with your own development, actively seeking feedback to become a better partner and a stronger teammate. You love what you do and you do it with purpose.
Demonstrated curiosity and active exploration of AI tools, with a proven history of integrating new technologies to enhance daily workflows and augment problem-solving
Bachelor’s degree or equivalent practical experience
8+ years of progressive experience in enterprise software, SaaS, cloud networking, or cybersecurity channel and partner sales, with 3+ to 5+ years of direct people-management experience leading quota-carrying partner business managers or channel teams
Documented track record of consistently meeting or exceeding multi-million-dollar partner-sourced and partner-influenced pipeline and revenue quotas
Deep working relationships with AMS regional solution providers, security VARs, regional SIs, and managed service providers (MSPs/MSSPs)
Strong operational proficiency with Salesforce, pipeline inspection, joint scorecard governance, and MDF budget management, along with the willingness to travel 35%–50% across assigned AMS regions
What Will Make You Stand Out (Preferred Qualifications)
