Zscaler (NASDAQ: ZS) accelerates digital transformation so customers can be more agile, efficient, resilient, and secure. The Zscaler Zero Trust Exchange platform protects thousands of customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location. Distributed across 200+ public data centers globally and thousands of private sites at the edge, the SASE-based Zero Trust Exchange is the world’s largest in-line cloud security platform.

We believe the future of work is Human + AI and are building an AI-native enterprise where human potential is amplified by machine intelligence to solve the world’s hardest security challenges. Driven by deep customer obsession, we are committed to the mission, outcome, and to each other. We bring these commitments to life through three core behaviors: ownership and collaboration, trust through outcomes and impact, and a challenge culture with ongoing feedback. Ready to make an impact at the company pioneering security transformation in the AI era? Join us at Zscaler.

Senior Director, Scaled Partner Sales

Role

We are looking for a Senior Director, Scaled Partner Sales to join our Channel and Alliances team. Reporting to the SVP of global channels, you will own the commercial strategy, execution, and revenue quota for Zscaler's low and no-touch sales, managed security service provider (MSSP), distribution, and aggregator business. You will build productive partner relationships and repeatable sales motions that drive customer acquisition, expansion, and recurring revenue while improving sales efficiency.

What you'll do (Role Expectations)

Own Revenue & Commercial Performance: Carry an annual quota with quarterly targets for the assigned portfolio. Own business planning, pipeline generation, forecasting, and performance management across new customers, expansion, and agreed renewals. Establish clear account coverage, revenue attribution, and aligned strategic engagement plans with regional Sales leaders.
Scale Low- & No-Touch Sales: Build repeatable partner-led, digitally assisted, and self-service sales motions for approved customer segments and offers. Define commercial requirements for simpler buying and activation, increasing conversion and transaction volume while reducing manual intervention, sales cycle time, and cost to serve.
Grow the MSSP & MSP Business: Recruit, activate, and expand managed security service providers and managed service providers with the capacity to acquire and serve customers. Develop joint business plans and managed service sales plays that drive paying customer deployments, subscription or consumption growth, retention, and expansion.
Lead Distribution & Aggregator Growth Strategy: Own the growth strategy for our focus distributors and cloud aggregators, providing a repeatable growth platform for our in-region distribution and cloud aggregator teams translating partner reach into qualified pipeline, customer wins, and recurring revenue.
Lead Commercial Execution & Cross-Functional Alignment: Lead assigned sales resources and align regional Sales, Marketing, and Enablement on partner activation. Work with Global Partner Programs and technical teams on program requirements, technical requirements, policies, and incentives; drive resolution of provisioning, billing, and renewal barriers with accountable functional owners while protecting approved pricing and partner economics.

What We're Looking for (Minimum Qualifications)

12+ years of experience in enterprise software, cloud, or cybersecurity sales, including at least five years leading a quota-carrying partner business or sales team.
Proven success meeting or exceeding revenue targets and building predictable pipeline, accurate forecasts, and recurring revenue through indirect routes to market.
Substantial commercial experience with distributors and MSP or MSSP ecosystems, including executive partner relationships, joint business planning, and downstream partner activation.
While channel operational support is available, we need someone with strong analytical skills with the ability to leverage tools like crossbeam, salesforce, and others to reinforce the strategic approach with data driven analytics.