Partner Sales Director, GSI
Role
We are looking for a Partner Sales Director, GSI to join our team. This is a hybrid position based in Gurgaon role, reporting to the Sr. Director, Alliance Partners in the WW Alliances & Channels department. This role will lead the strategic expansion of our platform within our Global System Integrator (GSI) ecosystem. This is a high-impact, "builder" role that requires a unique blend of technical depth, commercial acumen, and the ability to influence large, complex organizations. You will be responsible for architecting the technical and business value proposition that allows GSIs to wrap their services around Zscaler, ensuring that Zscaler remains the definitive security anchor for their multi-million dollar digital transformation projects.
What you'll do (Role Expectations)
Drive the commercial sales strategy and "Go-to-Market" approach for the Zscaler product suite through our GSI partners in India, identifying high-potential teams and collaborating on complex, large-scale cloud security migrations
Lead the engagement cycle with GSI partners, translating Zscaler's technical capabilities into quantifiable business outcomes, ROI models, and managed service pricing structures that resonate with stakeholders and global end-customers
Act as the bridge between technical architects and commercial sales teams to structure complex proposals for multi-year, multi-tower outsourcing deals, ensuring Zscaler is integrated into standard reference architectures
Oversee the technical Proof of Value (PoV) process within GSI accounts, ensuring that technical success criteria are directly aligned with the commercial milestones of a larger digital transformation contract
Enable and educate internal GSI teams while serving as the definitive voice of the partner to synthesize field feedback and influence the Zscaler platform roadmap
Who You Are (Success Profile)
You thrive in ambiguity. You're comfortable building the path as you walk it. You thrive in a dynamic environment, seeing ambiguity not as a hindrance, but as the raw material to build something meaningful.
You act like an owner. Your passion for the mission fuels your bias for action. You operate with integrity because you genuinely care about the outcome. True ownership involves leveraging dynamic range: the ability to navigate seamlessly between high-level strategy and hands-on execution.
You are a problem-solver. You love running towards the challenges because you are laser-focused on finding the solution, knowing that solving the hard problems delivers the biggest impact.
You are a high-trust collaborator. You are ambitious for the team, not just yourself. You embrace our challenge culture by giving and receiving ongoing feedback-knowing that candor delivered with clarity and respect is the truest form of teamwork and the fastest way to earn trust.
You are a learner. You have a true growth mindset and are obsessed with your own development, actively seeking feedback to become a better partner and a stronger teammate. You love what you do and you do it with purpose.
What We're Looking for (Minimum Qualifications)
Foundational understanding of AI/ML technologies and experience leveraging, securing, or positioning AI-driven solutions to optimize outcomes within your functional domain
10+ years of experience in technical sales, business development, or consulting, specifically working with or for Global System Integrators
Proven expertise in business development, global alliances, and executing strategic initiatives with a strong techno-commercial mindset
Demonstrated track record of structuring complex commercial deals, including consumption-based models and managed services pricing
What Will Make You Stand Out (Preferred Qualifications)
Experience collaborating with GSI partners to co-develop AI-forward security services or leveraging AI tools to optimize complex commercial structures for large-scale multi-tower outsourcing deals
Solid understanding of Cloud, Security, SASE, Zero Trust, and the broader cybersecurity landscape
Exceptional presentation skills with a proven ability to influence stakeholders at all levels of a GSI organization, ideally paired with a technical degree or MBA
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