Sr. Partner Business Manager - Healthcare
About this role
Zscaler needs a senior partner business manager to address the complexities of driving cloud security adoption within the healthcare channel ecosystem. Operating within the sales and go-to-market organization, the incoming professional will cultivate strategic relationships with key technology partners such as CDW, AHEAD, and Guidepoint to accelerate pipeline generation. Responsibilities include designing regional sales campaigns, establishing technical product competency, and aligning channel partner sales strategies with internal frameworks.
Reporting directly to the director of healthcare channels, the individual acts as a bridge between internal sales teams and external partners to identify new business meetings and influence customer engagements. Success in the position requires navigating complex enterprise environments, mapping key decision-makers, and managing alliance performance against established ethical and operational standards. Candidates who thrive here typically combine a robust background in SaaS channel sales with a foundational understanding of emerging AI and machine learning technologies.
What you will do
- Build and expand relationships with designated technology partners including CDW, AHEAD, and Guidepoint.
- Create pipeline revenue through joint go-to-market activities with partner leadership, channel sales executives, and internal teams.
- Develop regional sales campaigns to identify new mutual prospects and generate new business meetings.
- Deliver enablement to establish product and sales competency within partners in alignment with Zscaler frameworks.
- Map main decision makers and influencers at strategic partner organizations to drive cross-functional execution.
- Promote the development of technical pre- and post-sales practices within each focus partner.
- Establish selection processes and criteria for alliance management while monitoring compliance with company policies and ethical standards.
What you need
- Bring at least 5 years of experience selling in the enterprise, software, or SaaS space.
- Demonstrate a minimum of 3 years of channel sales or strategic alliances experience with a track record of quota overachievement.
- Possess service provider and system integrator experience, specifically with west-based partners.
- Remain open to travel, including attendance at all required business reviews and meetings.
- Maintain a foundational understanding of AI and ML technologies along with experience leveraging or positioning AI-driven solutions.
Nice to have
- Experience with progressive, born-in-the-cloud partners
- Prior experience with network transformation technologies and early-stage technology startups
- Solution-selling experience rather than strictly product-centric sales
- Ability to leverage LLMs and Generative AI tools to boost productivity across research, prospecting, and opportunity management
Benefits
- Various health plans
- Time off plans for vacation and sick time
- Parental leave options
- Retirement options
- Education reimbursement
- In-office perks
Skills and tech stack
Questions candidates ask
What is the remote work policy for this position?
The position is designated as remote based in Illinois, USA, though candidates must be open to travel, including attendance at all business reviews and meetings.
What is the salary range for the role?
The base salary range for this full-time position is $155,400 to $222,000 USD, which excludes commission, bonus, equity, and benefits.
What background is required in AI and machine learning?
Applicants must have a foundational understanding of AI and ML technologies, along with experience leveraging, securing, or positioning AI-driven solutions within their functional domain.
Which partners will this person manage?
The role involves building and expanding relationships specifically with CDW, AHEAD, and Guidepoint within the healthcare channels team.