Partner Sales Director - Global System Integrators

Partner Sales Director, GSI

Role

We are looking for a Partner Sales Director, GSI to join our WW Alliances & Channels department. This role is a hybrid position based in Bangalore, reporting directly to the Sr. Director, Alliance Partners. 

Zscaler is looking for a Partner Business Manager to 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)

• The Strategic Closer: You possess a rare blend of technical depth and commercial savvy, making you equally comfortable whiteboarding a Zero Trust architecture with a GSI Lead Architect as you are defending a business case to GSI Partners.
• Ambiguity Architect: You thrive in the "grey space" of large-scale partnerships, building structured business cases and sales frameworks where none previously existed.
• Commercial Owner: You operate with a business-focused mindset, taking full accountability for the health of the GSI-driven pipeline and the conversion rate of technical leads into closed commercial revenue.
• Value-Driven Communicator: You excel at simplifying technical security capabilities into clear business risk reduction metrics, building deep empathy for both the GSI’s internal goals and the end-customer’s success.
• Pragmatic Builder: You are obsessed with iterating and delivering high-quality outcomes, never hesitating to roll up your sleeves to build GSI-specific service offerings or commercial calculators yourself.

What We’re Looking for (Minimum Qualifications)

• 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)

• 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
• Technical degree in Computer Science, Engineering, or equivalent experience, ideally paired with an MBA or commercial certification

#LI-Hybrid

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Experience Level

Executive Level