Job Description

The Senior Technology Alliances Manager will drive success with a subset of partners within Zscaler’s technology partner ecosystem by uncovering new use cases and technical integrations to create unique value for our joint customers, and drive revenue through more integrated marketing and sales alignment.  You will collaborate with the product, marketing and GTM teams to create/enhance solutions, develop collateral and enable GTM teaming on demand gen and sales.  Success will be measured with a focus on revenue, market share gains, and overall competitiveness. 

The ideal candidate has a sales farmer mentality to understand and optimally manage partnerships, coupled with strategic business acumen to identify, prioritize, and develop the right partnerships to enable Zscaler growth while making our customers successful.  The individual should be an execution-focused team player that displays maturity, commands trust and inspires confidence; with excellent people and technical skills and the ability to thrive in in a dynamic, competitive environment where multi-tasking is the norm.

Responsibilities/What You’ll Do:

• Co-own a set of partnerships; orchestrate new differentiated integrations, marketing and GTM initiatives that drive unique value for joint customers, and source or influence new customer engagements
• Work with Product and Solution Architecture teams to identify product integration opportunities that address new customer use cases and build business cases to prioritize. 
• Understand the partners’ business objectives, go-to-market approach, and channel and use this insight to build and execute partnership strategy focused on new sales and customer engagements. 
• Understand who the key decision makers and influencers are at the partners, find areas for highest impact new business to both parties, and drive execution with the partner across functions - sales, marketing, and product.  
• Influence key senior, mid-level and line-level relationships and gain preference for Zscaler.
• Translate activity into the accomplishment, and act as a good steward of Zscaler resources to ensure effective use.

Qualifications

• Bachelor’s Degree required in Computer Science or related discipline, and MBA highly desired. If an undergraduate degree is not technical, an MBA is required.
• Must have 5+ years demonstrated experience in strategic business development, technology alliances, product management/marketing, technical/solution marketing or technical sales enablement role at Software and/or SaaS technology provider. Mix of start-up and public company experience preferred.
• Must have 3+ years of experience in managing technology alliances and partner ecosystem, with demonstrable joint go-to-market execution impact at scale via sell-with models.
• Strong technical acumen, preferably in the cybersecurity industry.
• Ability to work independently, establish priorities and demonstrate good judgment. Smart, analytical (with attention to details), creative, driven and with a get-it-done attitude.
• Strong writing and presentation skills. . Actively listens and communicates well with others with an ability to communicate and influence both an executive and technical executive audience interchangeably.