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Business Development Manager, Enterprise Apj
2 weeks ago
Reporting to the Head of Alliances & Channels APJ, this role is accountable for developing and delivering the APJ channel sales strategy to drive rapid growth and velocity across Zscaler’s Enterprise segment. Success will be achieved through the development of key APJ Channels and Alliances partnerships, accomplished through professional working relationships with the Zscaler sales teams, Marketing, Enablement and Support teams. You will recognise each Partner’s respective fields of specialty and expertise to establish segment specific offerings, products and programs that drive predictable, repeatable quarterly business aligning to Zscaler’s Enterprise segment sales quota. This role will have remit to work across the APJ region and will require a strong understanding of APJ market dynamics, with the ability to identify, develop and establish productive business partnerships in Japan, ASEAN, India and ANZ regions. This role will evanglise the opportunity within the Enterprise segment, consulting, motivating and supporting the Regional Alliances Managers in each region to leverage the Enterprise programs and sales motions in order to achieve segment quotas and rapid growth across the APJ territory.
**Additionally, this role has direct responsibility for**:
- Strong demonstrable experience in developing and executing segment go to market programs that deliver growth and a repeatable book of business
- Strong background in either networking and or security technologies solution selling
- Aligning cross functional sales-oriented activities, including marketing (field and digital), internal channel structure, sales, PG days, and coordination of Partner Enablement
- Previous experience working across cultures and geographies with demonstrable sales and channel success
- Defining quarterly PG plans with individual Alliances partners and identifying new business opportunities
- Well honed skill set for strategic planning equipped with business foresight, programmatic structure and data centric business planning
- Ability to draw on past successes developing new GTM opportunities with partners that have captured whitespace markets and achieved profitable growth for partner and vendor
- 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
- Consulting, motivating and driving local channel teams to deliver on segment outcomes
- Demonstrated capability in connecting teams, partners, and customers to deliver joint value growth outcomes
**Requirements**:
- Customer and partner obsessed
- 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 APJ
- Demonstrate sales/channel leadership that promotes and exemplifies the highest levels of teamwork, personal accountability, and mutual support to the Partner & customer
- Superb organizational skills and demonstrated history outlining and establishing channel sales strategies
- Humble, coachable and ready to learn and grow continuously
**Preference**:
- 5+ years Experience with deep existing relationships across APJ 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
- Technical expert in Cyber Security and/or cloud transformation technology architectures
- Practical experience working to a known sales methodology like MEDDIC, Challenger, MHI
