Senior Partner Program Manager, Distribution & Commercial Scale
Confirmed live in the last 24 hours
Zscaler
Job Description
About Zscaler
Zscaler is a pioneer and global leader in zero trust security. The world’s largest businesses, critical infrastructure organizations, and government agencies rely on Zscaler to secure users, branches, applications, data & devices, and to accelerate digital transformation initiatives. Distributed across more than 160 data centers globally, the Zscaler Zero Trust Exchange platform combined with advanced AI combats billions of cyber threats and policy violations every day and unlocks productivity gains for modern enterprises by reducing costs and complexity.
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 champion an “AI Forward, People First” philosophy to help us accelerate and innovate, empowering our people to embrace their 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 to help shape the future of cybersecurity.
Role
We are looking for a Senior Partner Program Manager, Distribution & Commercial Scale to join our Channel and Alliances team. This is a remote role, 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.
What you’ll do (Role Expectations)
- 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
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)
- 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,
