Partner Business Manager – AI Security Market

Job Description

Sr. Partner Business Manager – AI – Federal | Confidential Employer

The Tone:
This is a full-time role at Confidential Employer, located remotely, serving the D.C. Federal market. Confidential Employer builds a Zero Trust Exchange platform that securely connects users, devices, and applications, protecting customers from cyberattacks and data loss. This role is pivotal in establishing the company as a leader in AI security for the Federal sector by creating and nurturing strategic partnerships with AI development firms and key resellers. This individual will amplify human potential with machine intelligence to solve the world’s hardest security challenges in the AI era.

The TL;DR
• Role: Full Time
• Type: Full-time
• Location: Remote – D.C.
• Pay: $155400–$222000 yearly
• Team: Federal Channels Team, reporting to the Director, Federal Channels & Pubsec Distribution
• Mission: This person solves the problem of expanding the company’s footprint in the Federal AI security market by establishing and growing strategic partner relationships and driving GTM activities.

What You’ll Actually Do
• Pipeline Creation: Create pipeline revenue by developing joint go-to-market activities with AI development firms, AI-centric reseller channel partners, and the internal sales organization.
• Campaign Development: Develop regional sales campaigns to identify new mutual prospects and influence new customer engagements resulting in new business meetings relevant to agency AI strategies.
• Partner Enablement: Deliver enablement to establish product and sales competency within AI-centric Resale Partners, AI Development Firms, and relevant Technology Partners, aligning with Zscaler’s partner sales framework.
• Strategic Mapping: Map key decision makers and influencers at strategic partners, identify areas for high-impact new business, and drive execution across sales, marketing, and product functions.
• Ecosystem Building: Develop AI-centric marketing and GTM plays with AI-Development Firms and AI-centric Resellers, and build an ecosystem of consulting and development firms to influence Federal cybersecurity decisions for Zscaler.

The Must-Haves
• Background: Manager. Strong understanding of the emerging AI market in Federal and the players influencing agency AI strategies.
• Experience: 5+ years selling in the Enterprise, Software or SaaS space; 3+ years channel sales or strategic alliances experience with a consistent track record of quota overachievement.
• Skills: Partner GTM strategy development, Sales enablement, Executive relationship building, Pipeline generation, Technical pre-sales and post-sales practice development.
• Bonus: Experience with progressive, born-in-the-cloud partners; Relationships with national security and network VARs; Prior experience with network transformation technologies or early-stage technology startups; Solution-selling experience; Experience working with AI development firms and relationships within influential firms in Federal.