Senior Director, Partner Sales

Zscaler

. Own the commercial strategy, execution, and revenue quota for Zscaler’s low- and no-touch sales, MSSP, distribution, and aggregator business .

Posted 11/4/2026full-timeRemote • Massachusetts • United StatesSenior💰 $1 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in enterprise software and cloud sales, with a strong focus on partner business development, revenue generation, and strategic account management. Proven ability to lead sales teams, build partner relationships, and implement effective sales motions that drive customer acquisition and recurring revenue.

Highest-signal resume keywords

Partner Business DevelopmentRevenue GenerationSales Team LeadershipData-Driven AnalyticsMSSP Ecosystem Experience

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Quota-Carrying SalesPipeline GenerationForecastingSales Motion DevelopmentJoint Business PlanningSubscription EconomicsCustomer Lifecycle ManagementSales Efficiency ImprovementAutomation ImplementationPartner Profitability Analysis

Soft Skills

Analytical SkillsCommercial JudgmentExecutive InfluenceRelationship BuildingStrategic Engagement

Tools & Technologies

SalesforceCrossbeam

Industry Keywords

Enterprise SoftwareCloud SalesCybersecurity SalesMSSPMSPDistributionDigital Sales ChannelsPartner ActivationManaged ServicesRecurring Revenue

Tech Stack

Tools & technologies

CloudCyber Security

About the role

Key responsibilities & impact

Own the commercial strategy, execution, and revenue quota for Zscaler’s low- and no-touch sales, MSSP, distribution, and aggregator business
Build productive partner relationships and repeatable sales motions that drive customer acquisition, expansion, and recurring revenue
Carry 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 account coverage, revenue attribution, and strategic engagement plans with regional Sales leaders
Build partner-led, digitally assisted, and self-service sales motions
Define commercial requirements to simplify buying and activation, increase conversion and transaction volume, and reduce manual intervention, sales cycle time, and cost to serve
Recruit, activate, and expand MSSPs and MSPs
Develop joint business plans and managed service sales plays
Lead growth strategy for focus distributors and cloud aggregators
Lead assigned sales resources and align Sales, Marketing, and Enablement on partner activation
Work with Global Partner Programs and technical teams on program requirements, policies, and incentives
Resolve provisioning, billing, and renewal barriers while protecting approved pricing and partner economics

Requirements

What you’ll need

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
Strong analytical skills and ability to leverage tools like Crossbeam, Salesforce, and others for 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 commercial judgment and executive influence across Sales, Partner Programs, Product, Finance, and Operations
Preferred: direct experience establishing or scaling MSSP aggregator or comparable cloud aggregator and marketplace relationships, including activating downstream MSPs
Preferred: experience growing cybersecurity or cloud security businesses through managed services, distribution, or digital sales channels across multiple regions
Preferred: experience pioneering partner sales motions from initiation through scale
Preferred: track record of improving partner productivity and sales efficiency through automation, repeatable sales plays, and data-driven management

Benefits

Comp & perks

Various health plans
Time off plans for vacation and sick time
Parental leave options
Retirement options
Education reimbursement
In-office perks
Hybrid working model