Senior Manager Alliances

2 weeks ago

Singapore ZSC HOLDINGS LIMITED SINGAPORE BRANCH Full time

Reporting to the Director, Alliances & Channels Asia, this is a ‘coach-player’ role, accountable for leading and delivering the channel strategy to drive growth across Zscaler’s ASEAN territory. Success will be achieved through the development of key ASEAN Channels and Alliances partnerships, accomplished through professional working relationships with the Zscaler sales teams, Zscaler Professional Services, Marketing, Enablement and Support teams. You will recognise each Partners’ respective fields of specialty and expertise across segments and build strong executive relationships to establish a joint value proposition and business plan. As a leader in the business, you will manage the local channel team with ongoing coaching and development, peering closely with the ASEAN Sales RVP and Regional Sales Directors to execute on the go to market strategy.

**Additionally, this role has direct responsibility for**:

- Intimate knowledge of the ASEAN partner landscape and how to embed a transformational technology as part of their offer to marketStrong book of business and trusted executive contacts across the ASEAN partner portfolio
- Aligning cross functional sales-oriented activities, including marketing (field and digital), internal channel structure, sales, PG days, CxO events, and coordination of Partner Enablement
- Maintaining & implementing process, criteria, and controls for selection, management, and performance of alliance & channel partners including regular reviews of contractual obligations with partners and compliance with Zscaler policies, procedures, and ethical standards
- Defining quarterly PG plans with individual Alliances partners and identifying new business opportunities
- Promoting the development of new GTM opportunities with each partner
- Working with Zscaler sales executives to leverage external partners in driving strategic customer outcomes
- Oversee continuous improvement and action plans with the partners
- Oversee and participate in Strategic Alliance & Channel Partners QBR’s
- Lead and manage a small team of Alliances Managers including hiring, career development and coaching

**Requirements**:

- 1+ years experience leading a regional team with proven growth results in the ASEAN territory
- 3-5 years experience in a fast paced and high growth SaaS company
- Must be willing to travel, including attendance at all business reviews and ad hoc meetings across Asia
- Demonstrate sales/channel leadership that promotes and exemplifies the highest levels of teamwork, personal accountability, and mutual support to the Partner
- Superb organizational skills and demonstrated history outlining and establishing channel sales strategies

**Preference**:

- 5+ years Experience with deep existing relationships across Global Service Integrators, Service Providers and/or born in the cloud partners
- 3-5 years experience working with Alliances partners with delivered profitable GTM success
- Prior experience with network transformation technologies and/or history working in early-stage technology start-ups
- Experience in Cyber Security and/or cloud transformation technologies
- Demonstrated capability in connecting teams, partners, and customers to deliver joint value growth outcomes
- Practical experience working to a known sales methodology like MEDDIC, Challenger, MHI

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