Sr Director, Revenue Enablement

About Zscaler 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. This innovation protects our customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location. Here, impact in your role matters more than title and trust is built on results. We say, impact over activity. We seek innovators who actively use AI to amplify their impact and who thrive in an environment where we leverage intelligent systems to stay ahead of evolving threats. We believe in transparency and value constructive, honest debate—we’re focused on getting to the best ideas, faster. We build high-performing teams that can make an impact quickly and with high quality. To do this, we are building a culture of execution centered on customer obsession, collaboration, ownership, and accountability. We value high-impact, high-accountability with a sense of urgency where you’re enabled to do your best work and embrace your potential. If you’re driven by purpose, thrive on solving complex challenges, and want to be part of the team that’s helping to secure the AI age, we invite you to bring your talents to Zscaler and help shape the future of cybersecurity. Role   We are looking for a Channel Sales Leader to join our Alliances & Channels team. This is a role reporting directly to the Sr. Director, Alliances and Channels, Japan. In this role, you will be at the forefront of driving our partner ecosystem—aligning our channel strategy with corporate goals, empowering a high-performing team, and enabling our partners to successfully position the Zscaler portfolio. You will act as a key strategic leader, working closely with field sales and focused partners to expand capabilities, reduce channel friction, and deliver consistent, incremental business growth across Japan. WHAT YOU’LL DO (ROLE EXPECTATIONS) * Drive Channel Strategy: Develop, manage, and execute a robust, creative, and highly effective channel strategy and go-to-market plan aligned to regional growth priorities with our sales leadership. * Lead & Mentor: Lead and mentor the regional channel sales team in the development of territory channel plans alongside local sales teams, ensuring concrete action plans and a regular cadence of performance reviews. * Build Executive Relationships: Develop and drive deep engagement through highly successful relationships with key channel partners at the senior management and executive levels. * Accelerate Pipeline & Revenue: Drive partner-sourced and partner-influenced pipeline and revenue growth through joint go-to-market initiatives and targeted sales plays with focused partners. * Optimize Partner Coverage: Partner with local channel sales teams to analyze partner coverage across Japan, identify whitespace or gaps, support strategic recruitment, and drive enablement. * Evangelize Best Practices & Reduce Friction: Set and drive channel best practices, remaining sensitive to local market specifics. Implement strategies to reduce friction in the Japan sales channel and continually increase the ease of doing business with Zscaler. * Enable the Channel: Empower the partner community to sell Zscaler solutions across the entire portfolio, expanding partner capability through solution positioning, certified resources, and business-value messaging. * Execute Marketing & Value Propositions: Plan, develop, and execute strategic marketing initiatives. Play a pivotal role in creating executive-level Zscaler value propositions for target partners and developing localized channel sales collateral. * Track, Measure, & Report Success: Establish, implement, and evaluate key channel metrics to measure performance (revenue, pipeline growth, product mix). Present Japan channel sales performance and business results through quarterly business reviews (QBRs), accurate forecasting, and management reports. WHO YOU ARE (SUCCESS PROFILE) * You Act Like an Owner: Your passion for the mission fuels your bias for action. You bring a strategic mindset paired with a proven ability to develop, execute, and deliver on defined business plans. You operate with unwavering personal integrity because you genuinely care about the outcome. * You Are a High-Trust Collaborator: You are ambitious for the team, not just yourself. You have exceptional cross-functional leadership skills and thrive in matrix-managed organizations. You embrace our challenge culture by giving and receiving ongoing feedback to build consensus and earn trust across internal teams and partner organizations. * You Are Customer-Obsessed: You build deep empathy for both internal sales teams and external partners. You anchor your decisions in solving real-world problems and reducing channel friction, knowing that partner success directly translates to customer success. * You Are a Pragmatic Builder: You are agile, independent, and accustomed to delivering results in a fast-paced environment. You prioritize effectively, exercise excellent judgment when resolving difficult issues, and balance high-level strategy with hands-on execution. * You Think at Scale: You connect your day-to-day regional channel initiatives to the larger company mission. You build partner solutions, processes, and teams that are not just effective today, but are built to last and support a high-growth, global cloud-security organization. WHAT WE’RE LOOKING FOR (MINIMUM QUALIFICATIONS) * 12+ years of extensive experience in channel sales, partner management, alliances, or ecosystem development within cybersecurity, cloud, networking, or enterprise software. * Proven people leadership experience with a track record of success in leading, mentoring, and growing successful channel sales teams in Japan. * Demonstrated success driving partner pipeline, revenue contribution, and executing strategic partner business plans using clear metrics and an operating cadence. * Strong network and understanding of the partner ecosystem, distribution models, and key channel players across Japan. * Executive Presence: Proven ability to engage, influence, and form strategic partnerships with executive stakeholders, sales leaders, and technical teams within partner organizations. WHAT WILL MAKE YOU STAND OUT (PREFERRED QUALIFICATIONS) * Bilingual Fluency: Business-level proficiency in both written and spoken English and Japanese. * Domain Expertise: Deep understanding of cloud security, Zero Trust architecture, SASE, data protection, and secure AI adoption trends. * Value-Based Selling: Demonstrated ability to connect complex cloud technology solutions directly to high-level customer business outcomes and deliver impact quickly.   #LI-JK3 #LI-Hybrid   At Zscaler, we are committed to building a team that reflects the communities we serve and the customers we work with. We foster an inclusive environment that values all backgrounds and perspectives, emphasizing collaboration and belonging. Join us in our mission to make doing business seamless and secure. Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including: * Various health plans * Time off plans for vacation and sick time * Parental leave options * Retirement options * Education reimbursement * In-office perks, and more! Learn more about Zscaler's hybrid working model and benefits here. By applying for this role, you adhere to applicable laws, regulations, and Zscaler policies, including those related to security and privacy standards and guidelines. Zscaler is committed to providing equal employment opportunities to all individuals. We strive to create a workplace where employees are treated with respect and have the chance to succeed. All qualified applicants will be considered for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status, or any other characteristic protected by federal, state, or local laws. See more information by clicking on the Know Your Rights: Workplace Discrimination is Illegal link. Pay Transparency Zscaler complies with all applicable federal, state, and local pay transparency rules. Zscaler is committed to providing reasonable support (called accommodations or adjustments) in our recruiting processes for candidates who are differently abled, have long term conditions, mental health conditions or sincerely held religious beliefs, or who are neurodivergent or require pregnancy-related support.

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI. WHAT IS THE ROLE As the Sr. Director, Enablement, Strategy & Partner Operations, you will lead the organization responsible for accelerating Elastic’s revenue engine across our GTM motions. Reporting into Revenue Operations leadership, you will own the strategy, roadmap, operations, and execution for Global Partner Sales, Renewals, Value Engineering, Sales Programs, Field Strategy, and Enablement. Together these teams form the commercial backbone that turns GTM strategy into seller and partner action at Elastic. This is a senior leadership role that requires depth in GTM strategy and execution, financial and analytical fluency, executive presence, and the ability to drive outcomes without formal authority across a complex, multi-function organization.  WHAT YOU WILL BE DOING Strategy & Leadership * Serve as a strategic advisor: Be the business partner to the GVP of Partner Sales, Field Strategy, & Enablement and provide strategic support to their Leadership team * Set the Commercial Operations Vision: Define and own the strategy for how Elastic plans, partners, and enables across the GTM ecosystem * Lead a Multi-Disciplinary Organization: Build, mentor, and lead an organization across three functional teams within Revenue Operations, each with its own leaders, roadmaps, and outcomes. Set clear success measures, develop leaders, and create the framework for success. * Drive Commercial Productivity Across GTM: Partner with senior GTM, Sales, Marketing, Partner, and Finance leaders to identify the highest-leverage opportunities to grow pipeline, coverage, and seller productivity, and lead those initiatives from concept to adoption. * Measure & Communicate Impact: Establish KPIs for revenue outcomes, partner contribution, planning accuracy, and enablement effectiveness. Regularly report progress, trade-offs, and business impact to executive stakeholders. * Operate as an Executive Partner: Serve as the senior commercial voice within RevOps, translating GTM strategy into a commercial operating agenda, and translating field and partner capability into GTM opportunity. Execution & Delivery * Lead Functional Teams: Organize for efficiency, effectiveness and predictability at the intersection of these GTM teams *  Influence Beyond Your Organization: Drive alignment and shared outcomes with peer leaders across Revenue Strategy, Marketing, Finance, and the regional Ops teams. Shape executive-level decisions on GTM priorities, secure cross-functional investment in your roadmap, and resolve trade-offs that span organizational boundaries. * Own the Planning & Partner Motion: Champion the core commercial rhythms segmentation, territory and quota design, capacity and coverage planning, predictive analysis * Govern the Commercial Portfolio: Make principled prioritization and investment decisions across the planning, partner, and enablement agenda, balancing growth ambition with operational stability, cost, and long-term scalability. * Build Enablement That Sticks: Establish the programs, content, and readiness mechanisms that ensure employees and partners are equipped to execute measured not by activity, but by adoption and downstream revenue impact. WHAT YOU BRING STRATEGIC LEADERSHIP & GTM UNDERSTANDING * 10+ years of progressive experience in revenue operations, sales strategy, partner operations, or commercial enablement, including 5+ years in senior leadership roles managing multiple sub-functions and leaders-of-leaders. * Proven track record building or transforming a commercial operations, sales strategy, or partner organization in a global B2B SaaS environment, with measurable impact on pipeline, productivity, or revenue outcomes. * Demonstrated success leading multi-disciplinary teams across strategy, partner operations, and enablement, and creating an operating model that aligns them around shared outcomes. * Exceptional executive presence and communication skills, with the ability to influence senior GTM, Marketing, Finance, and Partner stakeholders, and to translate commercial strategy into business outcomes. * Track record of building, developing, and retaining strong functional leaders and specialized individual contributors. Functional Expertise & Execution * Deep fluency in the modern GTM motion, including segmentation, territory and quota design, capacity and coverage planning, forecasting, and the commercial cadences that connect them. * Strong working knowledge of partner and ecosystem operations; partner program design, deal registration, co-sell motions, and the systems that support them. * Experience operationalizing enablement for internal sellers and partners, moving from content and program design to embedded, adopted, measurable field readiness. * Strong understanding of the data and reporting foundation required to make commercial planning and partner performance trustworthy at enterprise scale. * Sound judgment on prioritization, program investment, vendor selection, and total-cost-of-ownership trade-offs across the commercial stack. Bonus Points * Hands-on experience designing partner or co-sell programs that materially shifted ecosystem-sourced revenue. * Familiarity with applying AI to commercial workflows — planning, partner scoring, or enablement delivery in a GTM or enterprise operations context. * Experience partnering closely with regional Ops, RevTech, and Finance organizations to deliver shared outcomes across organizational seams. Compensation for this role is in the form of base salary.  This role does not have a variable compensation component.   The typical starting salary range for new hires in this role is listed below.  In select locations (including Seattle WA, Los Angeles CA, the San Francisco Bay Area CA, and the New York City Metro Area), an alternate range may apply as specified below.  These ranges represent the lowest to highest salary we reasonably and in good faith believe we would pay for this role at the time of this posting.  We may ultimately pay more or less than the posted range, and the ranges may be modified in the future.   An employee's position within the salary range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs. Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program.  Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being. The typical starting salary range for this role is: $200,400—$316,900 USD The typical starting salary range for this role in the select locations listed above is: $240,300—$380,200 USD ADDITIONAL INFORMATION - WE TAKE CARE OF OUR PEOPLE As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do. We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do. * Competitive pay based on the work you do here and not your previous salary * Health coverage for you and your family in many locations * Ability to craft your calendar with flexible locations and schedules for many roles * Generous number of vacation days each year * Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service * Up to 40 hours each year to use toward volunteer projects you love * Embracing parenthood with minimum of 16 weeks of parental leave Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation. We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co. We will reply to your request within 24 business hours of submission. Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster) Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic. Please see here for our Privacy Statement.