Director, Services Sales
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What you'll do
- Own the Professional Services bookings quota for assigned theaters while developing and executing regional go-to-market strategies to drive service attach rates, accelerate deal velocity, and maximize revenue growth
- Recruit, coach, and manage a distributed team of field Service Sales Managers (SSMs), fostering a culture of high performance, accountability, and continuous professional development
- Partner closely with Regional Vice Presidents (RVPs), Area Directors, and Customer Success leadership to ensure Professional Services are seamlessly integrated into the overarching enterprise sales strategy
- Act as the executive escalation point and sponsor for strategic, high-visibility enterprise deals, guiding your team in structuring complex, multi-phased Statements of Work (SOWs) that align with customer transformation goals
- Drive rigorous pipeline management, forecasting accuracy, and operational cadence using data to identify trends, optimize team coverage, and remove friction from scoping and quoting processes
What they're looking for
- Demonstrated curiosity and active exploration of AI tools, with a proven history of integrating new technologies to enhance daily workflows and augment problem-solving
- 10+ years of experience in enterprise technology sales, with a significant focus on selling Professional Services, Consulting, or complex technical solutions
- 5+ years of progressive sales leadership experience, with a proven track record of managing and scaling quota-carrying sales or pre-sales teams in a fast-paced environment
- Exceptional executive presence, communication, and negotiation skills with the ability to confidently engage and influence C-level executives and senior stakeholders
- Strategic acumen with a deep understanding of SSE /SASE , SaaS, IaaS, and Zero Trust security models, along with the ability to translate technical architectures into compelling business value and strategic service engagements
Nice to have
- Proven experience operating in a highly matrixed, global organization, effectively bridging the gap between India-based operations and international field sales teams
Summarised by NextRaise from the employer’s description, which follows in full below.
Full description from employer
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.
Role
We are looking for a Director, Service Sales to join our team. This is an Hybrid role based in Bangalore, reporting to the Sr. Director, Solution Consulting in the Professional Services department. The Director of Service Sales is a senior leadership role responsible for driving the strategic growth and execution of Zscaler's Professional Services (PS) business. Based in India, you will lead, mentor, and scale a high-performing team of field Service Sales Managers (SSMs) and Specialists supporting global or regional theaters. You are accountable for meeting and exceeding PS booking quotas, driving service attach rates, and ensuring tight alignment with the broader enterprise license sales organization, while acting as the executive sponsor on complex, high-value enterprise engagements and shaping the go-to-market strategy for our service offerings.
What You’ll Do (Role Expectations)
- Own the Professional Services bookings quota for assigned theaters while developing and executing regional go-to-market strategies to drive service attach rates, accelerate deal velocity, and maximize revenue growth
- Recruit, coach, and manage a distributed team of field Service Sales Managers (SSMs), fostering a culture of high performance, accountability, and continuous professional development
- Partner closely with Regional Vice Presidents (RVPs), Area Directors, and Customer Success leadership to ensure Professional Services are seamlessly integrated into the overarching enterprise sales strategy
- Act as the executive escalation point and sponsor for strategic, high-visibility enterprise deals, guiding your team in structuring complex, multi-phased Statements of Work (SOWs) that align with customer transformation goals
- Drive rigorous pipeline management, forecasting accuracy, and operational cadence using data to identify trends, optimize team coverage, and remove friction from scoping and quoting processes
Who You Are (Success Profile)
- You thrive in ambiguity and dynamic environments, seeing complex or unstructured challenges not as obstacles, but as the raw material to build impactful solutions.
- You are an energized problem-solver who actively seeks out complex challenges, knowing that solving the toughest problems delivers the highest business impact.
- You are a high-trust collaborator who embraces a feedback-rich culture with candor, clarity, and respect, building lasting trust while championing collective team success over individual achievement.
- You are deeply customer-obsessed, developing strong empathy for internal and external stakeholders to anchor every decision around solving real-world challenges.
- You lead with integrity and high accountability, consistently matching your words with transparent action and doing the right thing even in challenging circumstances.
What We’re Looking for (Minimum Qualifications)
- Demonstrated curiosity and active exploration of AI tools, with a proven history of integrating new technologies to enhance daily workflows and augment problem-solving
- 10+ years of experience in enterprise technology sales, with a significant focus on selling Professional Services, Consulting, or complex technical solutions
- 5+ years of progressive sales leadership experience, with a proven track record of managing and scaling quota-carrying sales or pre-sales teams in a fast-paced environment
- Exceptional executive presence, communication, and negotiation skills with the ability to confidently engage and influence C-level executives and senior stakeholders
- Strategic acumen with a deep understanding of SSE /SASE , SaaS, IaaS, and Zero Trust security models, along with the ability to translate technical architectures into compelling business value and strategic service engagements
What Will Make You Stand Out (Preferred Qualifications)
- Proven experience operating in a highly matrixed, global organization, effectively bridging the gap between India-based operations and international field sales teams
#LI-VV3 #LI-Hybrid
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.
Company
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