Partner Business Manager, Technical Alliances

Job Description

Location – Paris, France

Position Overview

• As Partner Business Manager – Technology Alliance Partners (PBM-T), you will be responsible for developing executing co-sell and co-market initiatives with Zscaler’s cloud tech alliance partners including AWS, CrowdStrike, GCP Microsoft in France
• You will work directly with Zscaler’ssales, sales engineering channel leadership teamsto develop new business and expand existing relationships in France by leveraging the above named partners
• As Zscaler prepares to embark on the next wave of growth and disruption, Technology partners will be a critical investment area and focus. Joining this team will put you at the forefront of future growth. You will accelerate customer transformation to the cloud by executing a joint go-to-market strategy that identifies sales opportunities, brokers the sales motion and partnership between our technology alliance partners and the Zscaler sales team and ultimately, drives the business to closure
• The ideal candidate will have both significant experience generating new business through technology alliance cloud partners and a keen ability to establish trust and credibility with sales leaders and colleagues

Responsibilities

• Reporting to the Senior Director of Technology Alliances, EMEA, your success will be accomplished by establishing and fostering relationships with Zscaler’s sales teams as well as our alliance partners while demonstrating to senior executives the value of our joint integrated solutions. Your mission is to understand the partners’ business objectives, go-to-market approach, and key sales leaders in region and use this insight to execute a joint partnership strategy focused on new sales and customer engagements.
• Generating pipeline revenue by driving joint go-to-market (GTM) activity with above named partner’s leadership teams, channel sales executives and also internal sales organization.
• Developing and executing regional sales campaigns to identify new mutual prospects and influence new customer engagements resulting in new business meetings (NBMs).
• Delivering enablement to establish product and sales competency within our Technology Partners, influencing their GTM and sales strategy in alignment with Zscaler’s partner sales framework to drive sourced pipeline, accelerate existing opportunities transact on cloud marketplaces
• Creating confidence at the Regional Director level, leading to the creation of downstream regional sales buy-in, technical enablement and field execution
• Overseeing participating in regional QBR’s for the sales team
• Mapping key decision makers and influencers at the strategic partner, finding areas for highest impact new business to both parties, and driving execution with the partner across functions, including sales, field marketing and channel

Qualifications

What we expect from you:

• Bachelor's Degree required in Computer Science or related technical discipline. If the undergrad degree is not technical, technical sales experience is required
• Experience working in quota carrying alliance role, partnering with ISV's and/or cloud hyperscalers in a co-sell motion
• 5+ years selling in the Enterprise, Software, Public Cloud and/or SaaS space
• 3+ years channel sales or strategic alliances experience. Must have consistent track record of quota over achievement
• Demonstrated success working with partner companies to achieve quota, executing joint go-to-markets
• Solution-selling experience (vs. product-centric sales)
• Superb organizational skills and demonstrated history outlining and establishing sales strategies; proactively seeks feedback and input.
• Ability to establish priorities and demonstrate good judgment while managing ambiguity. Smart, analytical (with attention to detail), creative, driven and with a get-it-done attitude.
• Demonstrate leadership that promotes and exemplifies the highest levels of teamwork, personal accountability, and mutual support to the Partner
• Experience with security vendors is preferred
• Prior working experience in MEDDIC-based sales organizations is desirable
• Ability to travel, including attendance at internal external business reviews and meetings

In return, we are offering

• An environment where you will be working on cutting edge technologies and architectures
• A fun, passionate and collaborative workplace
• Competitive salary and benefits, including equity

Why Zscaler?

People who excel at Zscaler are smart, motivated and share our values. Ask yourself: Do you want to team with the best talent in the industry? Do you want to work on disruptive technology? Do you thrive in a fluid work environment? Do you appreciate a company culture that enables individual and group success and celebrates achievement? If you said yes, we’d love to talk to you about joining our award-winning team.

Additional information about Zscaler (NASDAQ: ZS) is available at https://www.zscaler.com