Senior Director, National Partners (AMS)

Role

Zscaler is seeking a high-impact Sr. Director, National Partners to lead and scale our strategic National Solution Provider and Distribution ecosystem across the Americas (AMS). In this role, you will lead a senior team of Partner Business Managers (PBMs), drive C-level alignment with national partners, and orchestrate co-selling with regional sales leadership to accelerate Zero Trust adoption and multi-million-dollar ACV growth.

What You’ll Do (Role Expectations)

Strategic Partner Vision & Executive Alignment

• Own C-level/VP alignment across top National Solution Providers to make Zscaler their go-to Zero Trust partner.
• Architect annual Joint Business Plans (JBPs) and lead executive Quarterly Business Reviews (QBRs).

Revenue & Pipeline Growth (Driving Partner Loyalty)

• Establish "Lead with Zscaler" GTM motions that motivate partner teams to prioritize Zscaler across cloud and security pursuits.
• Integrate joint pursuit and account-mapping frameworks into Zscaler’s core sales cadence while protecting deal integrity.

High-Performance Team Leadership & Accountability

• Recruit, coach, and lead a high-performing team of Senior Partner Business Managers (PBMs).
• Manage scorecards tied to partner-sourced pipeline, net-new logo acquisition, and ACV quota attainment.

Cross-Functional Field Orchestration

• Bridge National Partner strategy with AMS Area VPs and Regional Sales Directors to drive frictionless co-selling.
• Embed partner engagement criteria into enterprise qualification frameworks

Partner Practice & Competency Development

• Guide partner leadership in building high-margin, dedicated Zscaler consulting and services practices.
• Accelerate pre- and post-sales technical certifications to build partner self-sufficiency.

Who You Are (Success Profile)

• Proactive executive leader with a purpose-driven and high-accountability approach to scaling channel businesses.

• Stellar communicator who excels at building C-suite alignment and navigating complex co-selling sales matrixes.

• Strategic coach dedicated to mentoring quota-carrying, senior partner management teams.

What We’re Looking for (Minimum Qualifications)

• Demonstrated curiosity and active exploration of AI tools, with a proven history of integrating new technologies to enhance daily workflows and augment problem-solving
• 10+ years of experience in enterprise SaaS, cybersecurity, or cloud networking partner/channel leadership.
• 5+ years managing and mentoring quota-carrying channel or partner sales teams.
• Bachelor’s degree (or equivalent practical experience).
• Strong command of pipeline forecasting (Salesforce), scorecard management, and MDF budget governance.
• Documented track record managing and exceeding a multi-million-dollar ($100M+) partner revenue portfolio.
• Ability to travel 40–50%.

What Will Make You Stand Out (Preferred Qualifications)

• Familiarity with the Zscaler Zero Trust Exchange platform or equivalent enterprise SSE/ SASE cloud architectures.

• Demonstrate a proven ability to leverage AI technologies and workflows to drive measurable operational efficiency.

#LI - JK1

#LI - Remote

Zscaler’s salary ranges are benchmarked and are determined by role and level. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations and could be higher or lower based on a multitude of factors, including job-related skills, experience, and relevant education or training.

The base salary range listed for this full-time position excludes commission/ bonus/ equity (if applicable) + benefits.

Base Pay Range

$232,800

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$291,000 USD