Director, Partner & Alliances - Public Sector

The Director, Partner & Alliances in the Public Sector at Zscaler is responsible for leading the Federal Capture team, which includes managing Partner Business Managers to maximize their potential. This role involves strategy development for channel partnerships and overseeing territory planning and resource allocation to ensure business growth and successful capture in the public sector.

To qualify for the Director, Partner & Alliances role at Zscaler, candidates must possess a Bachelor's degree or global equivalent in a related field, along with at least 5 years of Federal Channel leadership experience in software or SaaS industries. Experience in building successful teams and a methodology for territory planning is also crucial for success.

Candidates that excel in the Director, Partner & Alliances role at Zscaler typically have extensive networks to attract top-performing professionals, familiarity with SaaS business models, particularly in enterprise security, and demonstrable experience as a change agent. The ability to lead scalable processes and navigate multiple routes to market is also highly regarded.

Zscaler prides itself on cultivating an inclusive and supportive culture, emphasizing teamwork and collaboration. As a Director in the Public Sector, you’ll be joining a group that is passionate about innovation and making a difference in the cybersecurity landscape. The environment is fast-paced yet collaborative, providing an excellent space for growth and contribution.

The base salary range for the Director, Partner & Alliances role at Zscaler is between $161,700 and $231,000 USD, but may vary based on experience and skills. Zscaler also offers a comprehensive benefits program, including health plans, retirement options, parental leave, and professional development opportunities to support employees throughout various life stages.

In answering this question, highlight your specific experiences in leading teams within the federal sector, mentioning achievements like strategy implementation or successful captures that demonstrate your leadership impact. Tailor your response to showcase your unique skills and insights into working with federal clients.

Discuss your strategic methodologies for identifying potential partners, including your networking skills and understanding of the public sector landscape. Highlight instances where your partnerships led to significant outcomes or enhanced the company’s market presence.

Provide a structured overview of your process for territory planning, discussing tools or methodologies you apply. Mention factors you consider, such as market trends and resource allocation, and give examples of how your planning has led to tangible successes.

Share a story about a team you built or significantly improved, focusing on your approach to recruitment, team dynamics, and how you foster a culture of success. Highlight specific outcomes or metrics that showcase the team's effectiveness.

Be prepared to talk about specific challenges you’ve faced, such as conflicts or misalignments with partners, and how you resolved these issues. Highlight your skills in conflict resolution, communication, and maintaining productive relationships.

Discuss your approach to remote leadership, emphasizing communication, regular touchpoints, and maintaining team engagement. Share tools or practices that have worked for you in keeping remote teams motivated and productive.

Talk about various methods you use to keep your team informed, such as subscriptions to industry publications, attending conferences, or conducting regular knowledge-sharing sessions. Emphasize your commitment to professional growth within the team.

Discuss key performance indicators (KPIs) you track, such as revenue growth, partner satisfaction, or engagement levels. Illustrate your answer with examples of how you’ve adjusted strategies based on the performance data.

Share a specific instance when you implemented a significant change within your team or company. Detail what motivated the change, the process you followed, and the results achieved, highlighting your influence in driving innovation.

Outline the essential qualities such as strategic thinking, resilience, strong communication, and relationship-building skills necessary for an effective Director. Support your answer with examples from your past experiences that demonstrate these qualities.