Senior Partner Business Manager – AI, Federal

Zscaler

. Create pipeline revenue through joint go-to-market activity with AI development firms, AI-centric reseller channel sales executives, and Zscaler’s internal sales organization .

Posted 10/23/2026full-timeRemote • United StatesSenior💰 $155,400 - $222,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in developing and executing go-to-market strategies within the AI sector, leveraging strong relationships with AI development firms and channel partners to drive revenue growth. Proven ability to influence sales strategies and engage with senior stakeholders in the Federal market.

Highest-signal resume keywords

Channel Sales ExperienceAI Market UnderstandingSolution-Selling ExperienceEnterprise Software SalesStrategic Alliances Experience

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Quota OverachievementSales Campaign DevelopmentTechnical Pre-Sales PracticesPost-Sales PracticesSales Enablement

Soft Skills

Executive-Level EngagementCross-Functional CollaborationRelationship Building

Industry Keywords

AI Development FirmsFederal MarketNetwork Transformation TechnologiesCybersecurityBorn-In-The-Cloud Partners

Tech Stack

Tools & technologies

CloudCyber Security

About the role

Key responsibilities & impact

Create pipeline revenue through joint go-to-market activity with AI development firms, AI-centric reseller channel sales executives, and Zscaler’s internal sales organization
Develop regional sales campaigns to identify mutual prospects and influence customer engagements relevant to agency AI strategies
Deliver enablement establishing product and sales competency within AI-centric resale partners, AI development firms, and technology partners
Influence partner go-to-market and sales strategies in alignment with Zscaler’s partner sales framework to drive sourced pipeline
Lead executive-level engagement and downstream regional sales buy-in, technical enablement, and field execution
Map strategic partner decision makers and influencers and drive cross-functional execution across sales, marketing, and product
Influence senior, mid-level, and line-level relationships to gain preference for Zscaler
Develop technical pre-sales and post-sales practices within focus partners
Develop AI-centric marketing and go-to-market plays with AI development firms and AI-centric resellers
Identify and engage AI-centric technology firms influencing agencies’ AI infrastructure and security decisions
Build an ecosystem of consulting and development firms influencing Zscaler cybersecurity decisions and develop their Federal value propositions
Report to the Director, Federal Channels & Pubsec Distribution

Requirements

What you’ll need

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 meetings
Experience with progressive, born-in-the-cloud partners (preferred)
Relationships with national security and network VARs (preferred)
Prior experience with network transformation technologies and early-stage technology startups (preferred)
Solution-selling experience (preferred)
Experience working with AI development firms and relationships within influential firms in Federal (preferred)

Benefits

Comp & perks

Various health plans
Time off plans for vacation and sick time
Parental leave options
Retirement options
Education reimbursement
In-office perks
Reasonable support/accommodations or adjustments in recruiting processes