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. 
• Experience building low- and no-touch sales motions, with strong understanding of subscription and consumption economics, partner profitability, and the customer lifecycle.
• Experience leading sales teams, with the commercial judgment and executive influence to drive decisions across Sales, Partner Programs, Product, Finance, and Operations.

What Will Make You Stand Out (Preferred Qualifications)

• Direct experience establishing or scaling MSSP aggregator or comparable cloud aggregator and marketplace relationships, including activating downstream MSPs.
• Experience growing cybersecurity or cloud security businesses through managed services, distribution, or digital sales channels across multiple regions.
• While existing MSSP and distribution motions currently exist at scale here at Zscaler, we are a very driven, builder-focused company. Experience pioneering these motions described above from initiation through to scale best describes the individual we are looking for for this role.
• A track record of improving partner productivity and sales efficiency through automation, repeatable sales plays, and data-driven management of conversion, time to revenue, and cost to serve.