Sr. Alliance Manager

About Zscaler Zscaler accelerates digital transformation to ensure our customers can be more agile, efficient, resilient, and secure. As an AI-forward enterprise, we are constantly pushing the envelope, leveraging the world’s largest security data lake to power our cloud-native Zero Trust Exchange platform. This innovation protects our 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 say, impact over activity. We seek innovators who actively use AI to amplify their impact and who thrive in an environment where we leverage intelligent systems to stay ahead of evolving threats. 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 be part of the team that’s helping to secure the AI age, we invite you to bring your talents to Zscaler and help shape the future of cybersecurity. Role We are looking for a Senior Partner Business Manager, GSI to join our team. This is a hybrid position based in Bangalore role, reporting to the Sr. Director, Alliance Partners in the WW Alliances & Channels department. This role will lead the strategic expansion of our platform within our Global System Integrator (GSI) ecosystem. This is a high-impact, "builder" role that requires a unique blend of technical depth, commercial acumen, and the ability to influence large, complex organizations. You will be responsible for architecting the technical and business value proposition that allows GSIs to wrap their services around Zscaler, ensuring that Zscaler remains the definitive security anchor for their multi-million dollar digital transformation projects. What you’ll do (Role Expectations) * Drive the commercial sales strategy and "Go-to-Market" approach for the Zscaler product suite through our GSI partners in India, identifying high-potential teams and collaborating on complex, large-scale cloud security migrations * Lead the engagement cycle with GSI partners, translating Zscaler’s technical capabilities into quantifiable business outcomes, ROI models, and managed service pricing structures that resonate with stakeholders and global end-customers * Act as the bridge between technical architects and commercial sales teams to structure complex proposals for multi-year, multi-tower outsourcing deals, ensuring Zscaler is integrated into standard reference architectures * Oversee the technical Proof of Value (PoV) process within GSI accounts, ensuring that technical success criteria are directly aligned with the commercial milestones of a larger digital transformation contract * Enable and educate internal GSI teams while serving as the definitive voice of the partner to synthesize field feedback and influence the Zscaler platform roadmap 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) * Foundational understanding of AI/ML technologies and experience leveraging, securing, or positioning AI-driven solutions to optimize outcomes within your functional domain * 10+ years of experience in technical sales, business development, or consulting, specifically working with or for Global System Integrators * Proven expertise in business development, global alliances, and executing strategic initiatives with a strong techno-commercial mindset * Demonstrated track record of structuring complex commercial deals, including consumption-based models and managed services pricing What Will Make You Stand Out (Preferred Qualifications) * Experience collaborating with GSI partners to co-develop AI-forward security services or leveraging AI tools to optimize complex commercial structures for large-scale multi-tower outsourcing deals * Solid understanding of Cloud, Security, SASE, Zero Trust, and the broader cybersecurity landscape * Exceptional presentation skills with a proven ability to influence stakeholders at all levels of a GSI organization, ideally paired with a technical degree or MBA #LI-Hybrid #LI-SP4 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.

At Snowflake, we are powering the era of the agentic enterprise. To usher in this new era, we seek AI-native thinkers across every function who are energized by the opportunity to reinvent how they work. You don’t just use tools; you possess an innate curiosity, treating AI as a high-trust collaborator that is core to how you solve problems and accelerate your impact. We look for low-ego individuals who thrive in dynamic and fast-moving environments and move with an experimental mindset — who rapidly test emerging capabilities to discover simpler, more powerful ways to deliver results. At Snowflake, your role isn't just to execute a function, but to help redefine the future of how work gets done. Our SI partners play a key role in bringing our customers' data-backed ambitions to life by implementing and harnessing the power of the Snowflake Data Cloud for cutting edge workloads and use cases. Through our partnerships, we enable companies to empower their employees with the data they need when and how they need it to better engage their customers, optimize their operations, and transform their products. The Sr. Partner Sales Manager role involves driving sales alignment and GTM with system integrator (SI) partners. Your primary objective is to strengthen and expand the collaboration between Snowflake and these SIs to drive mutual business growth. In this role you will be working hand-in-hand with our team of Partner Development Managers that drive our strategic relationships with our top partners. As an SME of your territory and Key Industries, you will be responsible for developing, leading and executing the partner strategy. The success of these partnerships is demonstrated by driving growth with our joint customers, delivering key GTM programs, enabling partners to grow their capabilities and delivering customer success. Your success depends on your ability to drive compelling business strategies, GTM motions and relationships with partners. This is a quota-carrying position where your success is measured by driving partner-sourced and partner-influenced revenue, adoption, and consumption of the Snowflake Data Cloud. Strong communication, experienced strategic alliance leadership, and problem-solving skills are vital to excel in this role. KEY RESPONSIBILITIES: Strategic Go-to-Market: Work closely with the sales team to identify strategic SI partners in territory and create comprehensive joint account plans and drive campaigns that expand the reach of Snowflake in our existing customers. With a strong understanding of the business requirements you’ll identify partner solutions, offerings and capabilities that help drive expansion and consumption of Snowflake. These may include Snowflake Data Cloud Product partners (ISVs, data providers). You will also meet and exceed goals including sales quota, consumption, and demand generating activities; this is a quota carrying position. * Cross-Functional Collaboration: Collaborate with other departments, such as Product Development, Sales, Sales Engineering, Industry, Professional Services, Field CTO, and Marketing, to ensure a seamless partner & customer experience. Communicate the territory strategy, vision and priorities to partners. Articulate partner value propositions and share insights with relevant teams to drive continuous improvement. * Deal Support: Assist the system integrators in navigating the sales process, including education, deal registration, service registration, pricing, and proposal support. Collaborate with internal teams to ensure a smooth and efficient sales cycle. * Performance Tracking: Monitor the performance and commercial outcomes of joint initiatives with system integrators. Analyze sales data, pipeline reports, and market trends. Effectively communicate commercial outcomes and partner impact. * Delivery Success: Ensure consistent communication and collaboration with system integrators during pre-sales and post sales activities. Develop a relationship with PSO key leaders to ensure Use Cases and Go-Live Dates are met. DESIRED EXPERIENCE: * A minimum of 10 years of partner experience, strategic alliances, sales, marketing, business development in technology * Bachelor's degree * 5+ years channel sales or channel program management experience with accountability for revenue targets * Previous direct sales experience (preferred) * Track record of success and established relationships with Canadian SI partners * Working knowledge of Cloud environments is preferred. * Ability to manage regional business plans, track and articulate partner progress. * Strong executive presence and polish. * Excellent written and verbal communication skills. Strong problem-solving skills and ability to organize priorities in a dynamic environment. * Toronto Office: Estimated 50%+ * Travel Required: Estimated at 25% (variable) Our Human Resources Department may use artificial intelligence to support its administrative processes. This role is available and may represent a new position. This role is exempt from Ontario’s job posting requirements. Snowflake is growing fast, and we’re scaling our team to help enable and accelerate our growth. We are looking for people who share our values, challenge ordinary thinking, and push the pace of innovation while building a future for themselves and Snowflake. How do you want to make your impact? For jobs located in the United States, please visit the job posting on the Snowflake Careers Site for salary and benefits information: careers.snowflake.com