Senior Partner Program Manager, Distribution & Commercial Scale

About Zscaler

Zscaler accelerates digital transformation so our customers can be more agile, efficient, resilient, and secure. Our cloud native Zero Trust Exchange platform protects thousands of customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location.

Here, impact in your role matters more than title and trust is built on results. We believe in transparency and value constructive, honest debate—we’re focused on getting to the best ideas, faster. We build high-performing teams that can make an impact quickly and with high quality. To do this, we are building a culture of execution centered on customer obsession, collaboration, ownership and accountability. 

We value high-impact, high-accountability with a sense of urgency where you’re enabled to do your best work and embrace your potential. If you’re driven by purpose, thrive on solving complex challenges and want to make a positive difference on a global scale, we invite you to bring your talents to Zscaler and help shape the future of cybersecurity.

The Zscaler Sales and Go-to-Market team is a global group of professionals who are passionate about delighting our customers, nurturing trusted partnerships, and sharing their expertise to drive a secure, cloud-enabled digital future and further cement our position as the world leader in cloud security. Sales, Customer Success, Sales Enablement, Solution Architects, Business Development, Transformation, and Technology Partnerships all work together to demonstrate the power and agility of Zscaler cloud transformation to the world.

We are looking for a Senior Partner Program Manager, Distribution & Commercial Scale to join our channel and alliances team. Reporting to the Senior Director, Partner Programs, you will shape partner programs that enable ease of doing business, velocity-based sales, and automated engagement models aligned with our long-tail of commercial and SMB customer segments.

• Architect and evolve the partner program strategy for distribution and aggregator-led go-to-market motions, incorporating partner-led support, services, and enablement initiatives to drive scaling of commercial/SMB capacity through low/no-touch revenue models
• Define the foundational components of the partner program-partner tiers, value exchange, partner price books, rules of engagement, incentives, and participation criteria
• Align partner programs and distribution strategy with broader channel and GTM plans, optimising for ease of transaction, partner self-service, and repeatable commercial and SMB plays
• Drive cross-functional work streams to develop workflows and tools to support automated deal flows, provisioning, billing, and renewals via API/EDI integrations or marketplace
• Design onboarding and activation programs for distributors/aggregators and their reseller ecosystems with product, pricing, IT channel ops, finance, legal and marketing teams

What We’re Looking for (Minimum Qualifications) 

• 7-10 years of experience in partner programs, distribution/aggregator management, or SaaS GTM strategy
• Proven success designing partner programs that support two-tier distribution, digital marketplaces, or low/no-touch GTM motions, including automated provisioning, reseller marketplaces, API/EDI integrations, and transactional aggregator models
• Strong business acumen and comfort working with financial models, program incentives, and value exchanges
• Demonstrated ability to lead complex, cross-functional initiatives via influence
• Skilled in project management with tools like Salesforce, Asana, PRMs, and analytics platforms

What Will Make You Stand Out (Preferred Qualifications)

• Exposure to B2B commerce models involving EDI/API automation
• Strong grasp of channel economics, partner profitability modelling, and consumption based sales incentives.
• Experience launching and scaling partner programs as part of a broader portfolio

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:

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.