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Regional Alliance Manager - Commercial

Zscaler

Regional Alliance Manager - Commercial

Chicago, IL +1 location
Full Time
Paid
  • Responsibilities

    Job Description

    Reporting to the Sr. Director Americas Enterprise and Commercial Channel Sales, success will be accomplished by establishing professional working relationships and collaborating with Zscaler’s sales teams, our alliance and channel partners, as well as  Zscaler Professional Services, Marketing, and Support. Your mission will be to drive new revenue by helping our partners  develop a core understanding of ZScaler’s value proposition, and how to position our platform to solve the unique business needs of our partners’ prospects.   Additionally, this role has direct responsibility for: 

    • Generate Pipeline revenue by driving joint go-to-market (GTM) activity with Channel partner leadership, Channel partner sales executives, and and our own internal sales organization.
    • Partner closely with National partner leadership & CAMs to identify new mutual prospects and engagement resulting in new business meetings (NBMs).
    • Developing product and sales competency within our core set of regional & national partners, influencing their GTM and sales strategy in alignment with Zscaler’s “CLOSE framework” to drive partner sourced pipeline
    • Creating confidence at an executive level, leading to creation of downstream sales buy-in and technical practice creation
    • Sharing analytics with executive and technical champions, and driving further demand for Zscaler’s solution through regular cadence sessions
    • Drive the development of technical pre-sales & post-sales practices within each focus partners
    • Establishing and implementing selection process, criteria, and controls for selection, management, and performance of alliance & channel partners including regular reviews of contractual obligations with partners and compliance with Zscaler policies, procedures, and ethical standards.
    • Oversee & participate in regional QBR’s for sales team
    • Driving organizational, operational, staffing, financial, quality and customer satisfaction targets are consistently met or exceeded by partners. Includes creating and monitoring KPI’s for each partner on a regular interval..
  • Qualifications

    Qualifications

     

    • 5+ years direct sales experience. Must have achieved quota in all 5+ years
    • Demonstrated success leveraging 3rd-party companies to achieve quota
    • Solution-selling experience (vs. product-centric sales)
    • Superb organizational skills and demonstrated history outlining and establishing sales strategies.
    • Superior written and verbal communication skills
    • Must be willing to travel throughout the U.S. including attendance at all business reviews and mtgs
    • Demonstrate leadership that promotes and exemplifies the highest levels of teamwork, personal accountability, and mutual support to the Partner.

    PREFERENCE:

    • 5+ years of channel management preferred but not required
    • Experience with progressive, born-in-the-cloud partners is preferred
    • Relationships with national security & network VARs desired
    • Service Provider and System Integrator experience desirable, but not required (AT&T, Verizon, BT, Accenture, Deloitte, IBM, DXC Technologies)
    • Prior working experience in MEDDIC-based sales organizations
    • Prior experience with network transformation technologies and any past history working in early stage technology start-ups.

    Additional Information

    #LI-CS1

    All your information will be kept confidential according to EEO guidelines.

    WHAT YOU CAN EXPECT FROM US:

    • 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. 

    Zscaler is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

  • Industry
    Executive Office
  • Locations
    San Jose, CA • Chicago, IL