Director, Tech Alliance Partners, EMEA

The Director, Tech Alliance Partners at Zscaler is responsible for developing and executing go-to-market strategies with strategic technology alliances and cloud partners in the EMEA region. This includes creating executive relationships, driving new revenue initiatives, and mentoring a team of Partner Business Managers to develop effective partner business plans.

Candidates for the Director, Tech Alliance Partners role at Zscaler should have at least 5 years of experience in managing teams and sales in the enterprise software and SaaS sectors. Strong experience with technology alliance partners and hyperscalers in a co-sell capacity is also essential, alongside an openness to travel up to 40%.

Zscaler is committed to supporting its employees with a comprehensive benefits program including various health plans, vacation time, parental leave options, retirement plans, and education reimbursement. We foster an inclusive environment that values diversity and aims to meet the unique needs of all our team members.

Candidates who have worked with progressive born-in-the-cloud partners, have prior co-sell experience with key companies such as CrowdStrike, AWS, Microsoft, and/or Google Cloud, and possess experience in network transformation technologies or early-stage tech startups would stand out for the Director, Tech Alliance Partners role at Zscaler.

Zscaler boasts a supportive and inclusive company culture that thrives on collaboration and innovation. As a Director, you would be joining a team that values diversity and encourages professional growth, offering opportunities to work alongside some of the brightest minds in the industry while making a significant impact.

It's essential to provide specific examples of how you've collaborated with technology alliance partners in previous roles. Highlight successful co-sell strategies and the impact these relationships had on revenue generation.

Discuss your methodical approach, starting from market analysis to understand the partner's strengths and weaknesses, and aligning those with Zscaler's offerings to create a mutually beneficial strategy.

Focus on KPIs such as revenue growth, lead generation, and engagement levels. It's important to illustrate how you track and analyze these metrics to adjust the strategy as needed.

Be candid about past challenges, such as misalignments in strategy or communication gaps, and discuss the proactive steps you took to mend those issues and rebuild trust.

Explain your time management strategies, such as creating prioritized action lists or using tools to schedule regular check-ins, ensuring that all partners feel valued and attended to.

Use the STAR method (Situation, Task, Action, Result) to discuss a specific initiative, highlighting your role, the partners involved, and the outcome, specifically quantifying the results wherever possible.

Discuss your approach to communication and relationship-building, emphasizing the importance of regular updates, transparency, and understanding each partner’s business goals.

Articulate your vision for the role, focusing on how strengthening partnerships can drive revenue, enhance Zscaler’s market position, and improve customer experience.

Share your techniques for aligning team goals with Zscaler’s objectives, such as regular team meetings, setting clear KPIs, and providing resources that enable team members to excel.

Highlight your coaching techniques, like one-on-one mentoring sessions, setting performance expectations, and recognizing achievements, fostering an environment of continuous improvement.