What are the responsibilities and job description for the Partner Business Manager - Strategic position at Zscaler?
We are looking for people who are sharp, creative, and hardworking, with an unwavering desire to be the best. Traditional security companies are becoming less relevant as cloud adoption and digital transformation become the norm in every market industry and every market segmentation. Zscaler has been a leader in Gartner’s MQ for 10 consecutive years and has helped shape the emerging SASE category (a true category creator). We are well-positioned to dominate this massively growing cloud security market.
Role:Strategic Partner Business Manager, ANZ
Success will be accomplished by establishing professional working relationships and collaborating with Zscaler 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 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 our key partners to develop and execute Partner Business Plans and Teaming Plan to drive Zscaler net new business and profitable recurring revenue for our partners
- Developing product and sales competency within our core set of growth national partners, influencing their GTM and sales strategy in alignment with Zscaler’s “CLOSE framework” to drive partner sourced pipeline
- Sharing analytics with executive and technical champions, and driving further demand for Zscaler’s solution through regular cadence sessions
- 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.
Qualifications
- Demonstrable sales and customer outcomes success partnering with Distributors, VARs, GSIs SIs, SPs across region
Understanding of the B2B marketplace and what successful VARs, GSis, SIs and SPs need in order to disrupt, lead and drive new profitable business across the region
- Successful track record selling cloud platforms, with the ability to articulate technologies as business outcomes and digital transformation enablers
- Prior experience developing a channel for network security &/or cloud technologies, including but not limited to: Security Proxies and Caches, SSL/IPSec VPNs, and Firewalls.
- Self-motivated & organised
- Strong communication (written and verbal) and presentation skills, both internally and externally - communicate, teach and inspire.
- Enterprise/Channel sales experience with an actionable rolodex of decision makers.
- Expert working with GSIs, SIs, SPs, VARs and Distribution partners
- Collaborative, growth mindset and a ‘never give up’ attitude
- Prior experience with smaller, growing companies.
- Experience selling successfully in Australia and New Zealand
In return, we will invest in you, and your partners. You will be supported by a world-class team made up of some of the most prominent names in security who turn our customers into advocates and give you the skills you need to build a highly successful career. Additionally, we will make every effort:
- To provide you with the best support, learning, and access to expertise in the marketplace.
- To invest in your personal and professional growth and reward you accordingly with competitive pay, benefits, and equity.
- And, provide you with an environment that is defined by collaboration.
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