Business Development Manager - Federal System Integrators - "Sell Through"

Sales Washington DC, District Of Columbia


Traditional security companies are becoming less relevant as cloud adoption becomes the norm in every market industry and in every market segmentation. Recent work-from-home trends are driving customers to move past the ‘why’ and ask ‘how’ to move forward with solutions like Zscaler’s internet access & private access. Zscaler has been a leader in Gartner’s MQ for 9 consecutive years and has helped shape the emerging SASE category (a true category creator).  We are well positioned to lead this massively growing cloud security market. 

Position: Federal Business Development Manager - "Sell Through" Federal  System Integrators

Location: Washington, DC, United States

We are looking for a dynamic leader to work within  the existing Zscaler Federal Sales organization in the Americas focused on selling through the Federal System Integrator community. You will have the opportunity to leverage leadership, motivational and strategic business skills to make an impact and help customers enable secure transformation to the cloud. The ideal candidate will have significant experience generating new enterprise business through alliances and developing new growth opportunities for Zscaler. This is your opportunity to join a red hot, fast growing, market leading, cloud security company. If you want to experience explosive growth and be given the responsibility and challenge to impact a company’s success, this is the opportunity for you.

The Federal Business Development Manager - "Sell Through" Federal  System Integrators  will  "sell through" the federal system integrator community and will take ownership of revenue generation, develop new opportunities, manage pipeline, build & execute account strategies, close large enterprise-level deals, and lead customer expansion for our award-winning Cloud based Security as a Service Platform.

If you have a consistent track record of success and possess the intelligence and aptitude to position the benefits of an enterprise grade groundbreaking platform, as well as the critical thinking to drive a complex enterprise sales process, within a 2.0 business model - then please keep reading.

Key Responsibilities:

  • Establish professional working relationships with the System Integrators, Alliance Partners, Zscaler Sales Leadership and Account Managers, Marketing and Support teams
  • Develop and maintain detailed working knowledge of SI partner’s service offering portfolio and leverage Zscaler’s strengths to fill partner portfolio gaps and improve partner’s ability to compete
  • Understand Systems Integrator's service offerings and service delivery financial models and constraints, and lead effort to develop custom financial models for Zscaler products when needed

Your path for success – our expectations of you within first 30/60 Days:

  • Identify, research and formalize a comprehensive territory strategy using all of the resources provided you, which include: field marketing, inside lead/demand generation, channel/partner alliance teams
  • Familiarize yourself with Zscaler’s services and messaging and understand how we do things.
  • Establish and develop a strategy for creating demand within your named accounts or assigned territory. 

Your path for success – our expectations of you within first 90 Days:

  • Drive complex sales-cycles which include our entire portfolio of services and present to Director, VP, and C-level executives.
  • Work effectively with senior management and corporate counsel, negotiate contracts and provide all follow-up to deliver signed contracts
  • Document daily sales activities in Salesforce, prepare accurate reports and forecasts, manage pipeline and perform other tasks necessary to drive sales revenue and communicate activities to sales management.
  • Master Zscaler’s messaging and competently present our proposition to your team.
  • Develop your pipeline through a combination of cold calling, targeted account marketing, targeted account events, email campaigns, market sector knowledge/intelligence and by working closely with our channel partners on account mapping.
  • Collaborate with Marketing to develop and/or execute in-territory or vertically-focused field marketing campaigns to drive awareness and lead generation
  • Deliver quarterly business reports to Sales Leadership on the health and engagement status of the territory, target verticals, solution requirements, key competitors, etc.

What we expect from you:

  • Our strong preference is a validated successful background in selling either Internet and Security technologies such as SWG, Sandboxing, FireWall, DLP, and VPNs or Network transformation technologies such as MPLS, SD-WAN or WAN Optimization. Alternatively, we would consider someone with a successful track record in Enterprise SaaS sales.
  • You have a working knowledge of web based security and network infrastructure, Security Proxies, such as NGFW, SSL/IPSec VPNs, and Firewalls.
  • You are a proven solution seller with a strong track record of consistent Enterprise sales over achievement with customers of over 2000 users.
  • You have worked with Federal System Integrators, ISPs & Reseller Channel partners and have a deep understanding of a channel centric go to market approach.
  • You demonstrate different influencing styles as appropriate to a situation, while demonstrating a history of successfully building and maintaining trusting relationships with associates and customers.
  • You are persistent, despite obstacles, opposition or setbacks and you will consistently convey a sense of urgency and drive issues to closure
  • You will be able to travel frequently within your region

What you can expect from us:

  • An environment where you are selling cutting edge technologies and architectures
  • Dedicated and skilled technical support (Sales Engineers, Technical Architects, SMEs) to assist you with all technical pre-sales activities
  • A fun, passionate and collaborative workplace
  • Competitive salary and benefits, including equity