Director of Global AWS Cloud Alliance

About the role

Zscaler is seeking a strategic leader to manage our global partnership with AWS. You will own the alliance strategy, drive revenue growth, and facilitate executive alignment between our organizations. This role focuses on scaling our cloud security presence through high-impact collaboration and joint go-to-market execution. You will be responsible for defining the long-term vision that shapes how Zscaler and AWS collaborate in the marketplace. The position requires a proactive approach to identifying and capitalizing on shared market opportunities. You will act as the primary strategic interface between the leadership of both companies. Success in this role will be measured by the growth and sustainability of the joint business over time.

About the This position serves as the pivotal link between Zscaler and Amazon Web Services, orchestrating a strategic alliance designed to accelerate mutual growth. The role demands a forward-thinking executive capable of transforming a partnership into a formidable market force. You will not merely manage an alliance; you will architect and lead its evolution, ensuring that the combined capabilities of Zscaler's Zero Trust Exchange and AWS's cloud infrastructure deliver unprecedented value. Your leadership will be instrumental in driving adoption, fostering innovation, and solidifying our position as leaders in AI and cloud security. This is an opportunity to shape the future of cloud security collaboration at the highest level.

What you'll do

• Execute and expand the global AWS partnership to accelerate joint revenue.
• Create and manage joint business plans, KPIs, and co-sell strategies.
• Coordinate cross-functional teams to drive demand generation, field enablement, and marketing campaigns.
• Build and maintain relationships with executive, product, engineering, and sales leadership at both Zscaler and AWS.
• Identify new opportunities for partnership and product integration to maintain our leadership in AI and cloud security.
• Analyze market trends and customer feedback to refine the partnership roadmap.
• Develop and oversee joint value propositions tailored for key enterprise accounts.
• Manage the end-to-end lifecycle of partnership initiatives from ideation to scale.
• Facilitate regular business reviews to ensure alignment on objectives and performance metrics.
• Leverage data and insights to optimize the allocation of joint resources and investments.
• Drive the adoption of Zscaler and AWS integrated solutions within the sales ecosystem.
• Collaborate with legal and finance teams to structure agreements that support growth objectives.
• Serve as the primary advocate for the partnership within Zscaler, ensuring AWS objectives are understood and prioritized.
• Unlock the full potential of the AWS ecosystem to deliver scalable, secure, and innovative solutions for our shared customers.

Requirements

• Bachelor's degree.
• 12+ years of experience in strategic alliances, partner management, or business development within the technology sector.
• Demonstrated success in building partnerships that produce long-term revenue and customer growth.
• Professional background at AWS or within a cybersecurity firm focused on AWS go-to-market strategies.
• Ability to analyze technical product integrations and identify cross-functional opportunities.
• Proven track record of managing complex, multi-stakeholder relationships in an enterprise environment.
• Strong understanding of cloud computing models, security frameworks, and shared responsibility models.
• Exceptional verbal and written communication skills tailored for executive-level audiences.
• Expertise in alliance management frameworks and performance measurement.
• Strategic thinker with the ability to translate high-level objectives into actionable plans.
• Demonstrated ability to operate effectively in a fast-paced, matrixed environment.
• Deep commitment to customer-centricity and driving exceptional partner experiences.

Nice to have

• Existing network within AWS to activate CoBuild, Co-Sell, and go-to-market initiatives.
• Experience aligning internal and external product teams on technical roadmaps and joint integrations.
• Proficiency in negotiating complex legal agreements, such as PPA or EDP, including co-investment structures and internal stakeholder management.

Skills & tools

• Strategic partnership management
• Cloud security industry knowledge
• AWS ecosystem expertise
• Cross-functional leadership
• Contract negotiation

Practical notes

Zscaler offers a hybrid work model. The compensation package includes health plans, retirement options, parental leave, education reimbursement, and vacation/sick time. Applicants must comply with all security and privacy policies. Zscaler is an equal opportunity employer.

About the company

Zscaler accelerates digital transformation to ensure our customers can be more agile, efficient, resilient, and secure. As an AI-forward enterprise, we are constantly pushing the envelope, leveraging the world's largest security data lake to power our cloud-native Zero Trust Exchange platform.