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Senior Business Development Manager

Santa Clara, California, 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 160+ public exchanges globally and thousands of private exchanges 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.

We are looking for a Senior Business Development Manager to join our team. This is a Hybrid (Santa Clara, CA, 3 days per week) role, reporting to the Director of Technology Alliances. As a key member of our global Sales and Go-to-Market organization, you will build and scale strategic technology partnerships across Data Protection and Email Security use cases. In this role, you will orchestrate joint product integrations and go-to-market strategies that accelerate customer adoption and solidify Zscaler's position as the world leader in cloud security.

What you’ll do (Role Expectations)

  • Own developing a strong ecosystem of partners to address Data Protection and Email Security use cases, orchestrating new differentiated integrations that drive unique value for joint customers and source or influence new engagements
  • Work with Product and Solution Architecture teams to identify product integration opportunities that address new customer use cases and build business cases to prioritize them
  • Understand partners’ business objectives, go-to-market approach, and channel mechanisms to build and execute partnership strategies focused on new sales and customer engagements
  • Identify key decision makers and influencers at partner organizations, find areas for highest impact new business to both parties, and drive execution across sales, marketing, and product functions
  • Influence key senior, mid-level, and line-level relationships to gain preference for Zscaler

Who You Are (Success Profile)

  • You act like an owner with a strong bias for action, navigating seamlessly between high-level strategy and hands-on partnership execution.
  • You are customer-obsessed, anchoring ecosystem strategy and integration efforts in solving real-world security challenges.
  • You are a high-trust collaborator who builds deep relationships across sales, marketing, product, and partner teams.
  • You are data-driven, leveraging clear metrics and analytics to measure partnership impact, track KPIs, and guide strategic decisions.
  • You champion simplicity by distilling complex technical concepts and multi-party alignment into clear, actionable plans.

What We’re Looking for (Minimum Qualifications)

  • Foundational understanding of AI/ML technologies and experience leveraging, securing, or positioning AI-driven solutions to optimize outcomes within your functional domain
  • Bachelor's Degree in Computer Science or a related technical discipline, or an MBA if undergraduate degree is non-technical
  • 5+ years of demonstrated experience in strategic business development, technology alliances, product management/marketing, or technical sales enablement at a Software or SaaS technology provider with a mix of start-up and public company experience preferred
  • 3+ years of experience developing a technology partner ecosystem with demonstrable impact in sourcing or influencing new customer engagements through marketing and sales enablement

What Will Make You Stand Out (Preferred Qualifications)

  • Strong technical acumen within the cybersecurity industry
  • Data-driven analytical mindset with proven ability to measure alliance KPIs, forecast co-sell revenue, and leverage Salesforce.com
  • Proven ability to work independently, establish priorities, and demonstrate sharp judgment with a creative, drive-to-execution attitude

#LI-Hybrid #LI-RL2

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

$164,500 - $235,000 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.

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