Remote AI Federal Partner Growth Manager

Zscaler, Inc.; Washington (District of Columbia); Hybrid; USD 155,000 - 222,000; Full time

Job summary

Zscaler, Inc. is seeking a Sr. Partner Business Manager - AI with a Federal focus.

The role is remote from DC, USA, reporting to the Director of Federal Channels & Pubsec Distribution. You will build joint GTM programs, lead regional campaigns, and enable AI-centric partners to drive pipeline while aligning with Zscaler’s security-first strategy. Minimum qualifications include 5+ years in Enterprise/SaaS sales and 3+ years in channel/alliances with a track record of quota attainment.

Qualifications

• 5+ years selling in the Enterprise, Software or SaaS space.
• 3+ years channel sales or strategic alliances experience with a consistent track record of quota overachievement.
• Strong understanding of the emerging AI market in Federal and the players influencing agency AI strategies.
• Must be open to travel, including attendance at all business reviews and mtgs.

Responsibilities

• Create pipeline revenue by creating joint GTM activity with AI development firms and channel partner sales executives, and our own internal sales organization.
• Develop regional sales campaigns to identify new mutual prospects and influence new customer engagements resulting in NBMs.
• Deliver enablement to establish product and sales competency within our AI-centric Resale Partners, AI Development Firms and relevant Technology Partners, influencing their GTM and sales strategy in alignment with Zscaler's partner sales framework to drive sourced pipeline.
• Create confidence at an executive level, leading to the creation of downstream regional sales buy-in, technical enablement and field execution.
• Map 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 - sales, marketing, and product.
• Develop AI-centric marketing and other GTM plays we can take to market with AI-Development Firms and AI-centric Resellers.
• Identify and engage with AI-centric technology firms that can influence the shape of agency's AI infrastructure and security decisions.
• Build an eco-system of consulting and development firms that can influence decisions for Zscaler cyber security. Develop the value propositions for eco-system firms across Federal.

Skills

Enterprise sales

SaaS

Channel sales

Strategic alliances

Federal market

AI market

Job description

Zscaler, Inc. is seeking a Sr. Partner Business Manager - AI with a Federal focus.

The role is remote from DC, USA, reporting to the Director of Federal Channels & Pubsec Distribution. You will build joint GTM programs, lead regional campaigns, and enable AI-centric partners to drive pipeline while aligning with Zscaler’s security-first strategy. Minimum qualifications include 5+ years in Enterprise/SaaS sales and 3+ years in channel/alliances with a track record of quota attainment.