Director, Regional Partnerships – Americas (AMS)

Zscaler | Cybersecurity

1h 24m ago

Remote In-Country

Full Time

Lead

United States of America

$232.8k - $291k USD/yr

Title: Director, Regional Partnerships – Americas (AMS) Location: Remote - California, USA; Remote - Illinois, USA; Remote - Texas, USA

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.

Role

We are looking for a Director, Regional Partnerships – Americas (AMS) to join our team. This is a Remote – United States (Americas) role, reporting to the Vice President, Americas Channels & Alliances in the Worldwide Alliances & Channels / Sales & Go-To-Market department. In this role, you will define, lead, and execute the regional partner strategy across key Majors, Enterprise, and Commercial territories within the Americas theater to drive net-new customer acquisition, pipeline acceleration, and sustained revenue growth. You will build and scale high-impact relationships with regional solution providers, systems integrators, and MSPs/MSSPs while serving as the strategic bridge to regional field sales leadership. Additionally, you will champion "Lead with Zscaler" go-to-market motions, establish disciplined joint business planning, and ensure regional partners build profitable, differentiated Zero Trust Exchange practices.

What you’ll do (Role Expectations)

Define, lead, and execute the AMS regional partner strategy across assigned sub-theaters, prioritizing and recruiting high-potential regional partners, SIs, and MSSPs to accelerate adoption of the Zscaler Zero Trust Exchange platform
Drive field sales alignment and friction-free co-selling with Regional Sales Directors, Area Vice Presidents, and Account Executives, embedding partner value into MEDDPICC qualification and the CLOSE framework
Architect and govern Joint Business Plans (JBPs), executive QBRs, and pipeline forecasting in Salesforce with focus partners, establishing clear milestones for partner-sourced bookings, deal governance, and MDF co-investments
Collaborate with partner technical and services leadership to build dedicated Zero Trust architectural competencies, drive sales and technical enablement, and accelerate partner-led demonstrations and certified deployments
Lead, coach, and mentor a team of Partner Business Managers (PBMs) while partnering cross-functionally with Marketing, Operations, Solutions Engineering, Finance, and Legal to remove operational friction and drive quota attainment

Who You Are (Success Profile)

You thrive in ambiguity. You're comfortable building the path as you walk it. You thrive in a dynamic environment, seeing ambiguity not as a hindrance, but as the raw material to build something meaningful.
You act like an owner. Your passion for the mission fuels your bias for action. You operate with integrity because you genuinely care about the outcome. True ownership involves leveraging dynamic range: the ability to navigate seamlessly between high-level strategy and hands-on execution.
You are a problem-solver. You love running towards the challenges because you are laser-focused on finding the solution, knowing that solving the hard problems delivers the biggest impact.
You are a high-trust collaborator. You are ambitious for the team, not just yourself. You embrace our challenge culture by giving and receiving ongoing feedback—knowing that candor delivered with clarity and respect is the truest form of teamwork and the fastest way to earn trust.
You are a learner. You have a true growth mindset and are obsessed with your own development, actively seeking feedback to become a better partner and a stronger teammate. You love what you do and you do it with purpose.

What We’re Looking for (Minimum Qualifications)

Demonstrated curiosity and active exploration of AI tools, with a proven history of integrating new technologies to enhance daily workflows and augment problem-solving
Bachelor’s degree or equivalent practical experience
8+ years of progressive experience in enterprise software, SaaS, cloud networking, or cybersecurity channel and partner sales, with 3+ to 5+ years of direct people-management experience leading quota-carrying partner business managers or channel teams
Documented track record of consistently meeting or exceeding multi-million-dollar partner-sourced and partner-influenced pipeline and revenue quotas
Deep working relationships with AMS regional solution providers, security VARs, regional SIs, and managed service providers (MSPs/MSSPs)
Strong operational proficiency with Salesforce, pipeline inspection, joint scorecard governance, and MDF budget management, along with the willingness to travel 35%–50% across assigned AMS regions

What Will Make You Stand Out (Preferred Qualifications)

Demonstrate a proven ability to leverage AI technologies and workflows to drive measurable operational efficiency.
Strong working knowledge of cloud security architectures, SASE, SSE, and Zero Trust models, specifically the Zscaler Zero Trust Exchange platform
In-depth familiarity with MEDDPICC deal qualification and structured partner engagement frameworks such as the Zscaler CLOSE framework
Proven success scaling regional MSSP and GSI partnerships, as well as scaling a regional partner organization during periods of rapid hyper-growth

#LI-JK1

#LI-Remote

Zscaler’s salary ranges are benchmarked and are determined by role and level. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations and could be higher or lower based on a multitude of factors, including job-related skills, experience, and relevant education or training.

The base salary range listed for this full-time position excludes commission/ bonus/ equity (if applicable) + benefits.

Base Pay Range

$232,800—$291,000 USD

At Zscaler, we are committed to building a team that reflects the communities we serve and the customers we work with. We foster an inclusive environment that values all backgrounds and perspectives, emphasizing collaboration and belonging. Join us in our mission to make doing business seamless and secure.

Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including:

Various health plans
Time off plans for vacation and sick time
Parental leave options
Retirement options
Education reimbursement
In-office perks, and more!

Learn more about Zscaler's hybrid working model and benefits here.

By applying for this role, you adhere to applicable laws, regulations, and Zscaler policies, including those related to security and privacy standards and guidelines.

Zscaler is committed to providing equal employment opportunities to all individuals. We strive to create a workplace where employees are treated with respect and have the chance to succeed. All qualified applicants will be considered for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status, or any other characteristic protected by federal, state, or local laws. See more information by clicking on the Know Your Rights: Workplace Discrimination is Illegal link.

Pay Transparency

Zscaler complies with all applicable federal, state, and local pay transparency rules.

Zscaler is committed to providing reasonable support (called accommodations or adjustments) in our recruiting processes for candidates who are differently abled, have long term conditions, mental health conditions or sincerely held religious beliefs, or who are neurodivergent or require pregnancy-related support.

Required Skills

salesforce

Required Languages

🇬🇧 English

Role

What you’ll do (Role Expectations)

Define, lead, and execute the AMS regional partner strategy across assigned sub-theaters, prioritizing and recruiting high-potential regional partners, SIs, and MSSPs to accelerate adoption of the Zscaler Zero Trust Exchange platform

Drive field sales alignment and friction-free co-selling with Regional Sales Directors, Area Vice Presidents, and Account Executives, embedding partner value into MEDDPICC qualification and the CLOSE framework

Architect and govern Joint Business Plans (JBPs), executive QBRs, and pipeline forecasting in Salesforce with focus partners, establishing clear milestones for partner-sourced bookings, deal governance, and MDF co-investments

Collaborate with partner technical and services leadership to build dedicated Zero Trust architectural competencies, drive sales and technical enablement, and accelerate partner-led demonstrations and certified deployments

Lead, coach, and mentor a team of Partner Business Managers (PBMs) while partnering cross-functionally with Marketing, Operations, Solutions Engineering, Finance, and Legal to remove operational friction and drive quota attainment

Who You Are (Success Profile)

You thrive in ambiguity. You're comfortable building the path as you walk it. You thrive in a dynamic environment, seeing ambiguity not as a hindrance, but as the raw material to build something meaningful.

You act like an owner. Your passion for the mission fuels your bias for action. You operate with integrity because you genuinely care about the outcome. True ownership involves leveraging dynamic range: the ability to navigate seamlessly between high-level strategy and hands-on execution.

You are a problem-solver. You love running towards the challenges because you are laser-focused on finding the solution, knowing that solving the hard problems delivers the biggest impact.

You are a high-trust collaborator. You are ambitious for the team, not just yourself. You embrace our challenge culture by giving and receiving ongoing feedback—knowing that candor delivered with clarity and respect is the truest form of teamwork and the fastest way to earn trust.

You are a learner. You have a true growth mindset and are obsessed with your own development, actively seeking feedback to become a better partner and a stronger teammate. You love what you do and you do it with purpose.

What We’re Looking for (Minimum Qualifications)

Demonstrated curiosity and active exploration of AI tools, with a proven history of integrating new technologies to enhance daily workflows and augment problem-solving

Bachelor’s degree or equivalent practical experience

8+ years of progressive experience in enterprise software, SaaS, cloud networking, or cybersecurity channel and partner sales, with 3+ to 5+ years of direct people-management experience leading quota-carrying partner business managers or channel teams

Documented track record of consistently meeting or exceeding multi-million-dollar partner-sourced and partner-influenced pipeline and revenue quotas

Deep working relationships with AMS regional solution providers, security VARs, regional SIs, and managed service providers (MSPs/MSSPs)

Strong operational proficiency with Salesforce, pipeline inspection, joint scorecard governance, and MDF budget management, along with the willingness to travel 35%–50% across assigned AMS regions

What Will Make You Stand Out (Preferred Qualifications)

Demonstrate a proven ability to leverage AI technologies and workflows to drive measurable operational efficiency.

Strong working knowledge of cloud security architectures, SASE, SSE, and Zero Trust models, specifically the Zscaler Zero Trust Exchange platform

In-depth familiarity with MEDDPICC deal qualification and structured partner engagement frameworks such as the Zscaler CLOSE framework

Proven success scaling regional MSSP and GSI partnerships, as well as scaling a regional partner organization during periods of rapid hyper-growth