Partner Sales Director, GSI
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What you'll do
- 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
What they're looking for
- 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
Nice to have
- 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
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 Partner Sales Director, GSI to join our team. This is a hybrid position based in Gurgaon 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)
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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.
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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.
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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.
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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.
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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)
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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)
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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-SM1
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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