Senior Partner Solution Architect

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.   The Zscaler Sales and Go-to-Market team is a global group of professionals who are passionate about delighting our customers, nurturing trusted partnerships, and sharing their expertise to drive a secure, cloud-enabled digital future and further cement our position as the world leader in cloud security. Sales, Customer Success, Sales Enablement, Solution Architects, Business Development, Transformation, and Technology Partnerships all work together to demonstrate the power and agility of Zscaler cloud transformation to the world. We're looking for an experienced Partner Solution Engineer to join our Global Partner and Partner Engineering team. Reporting to the Senior Manager, Partner Engineering in Japan, you'll be responsible for: * Assisting partners in building a robust practice with Zscaler, through the use of education, co-selling activities, partner labs, and service offering creation * Working closely with both Zscaler field teams and partner alignment and joint account engagement * Educating our partners by usage of our training classes and materials, architecture workshops, and other awareness activities with an emphasis on the outcomes those activities can guide * Working closely with the Global GSP, MSSP, and Velocity team members on in theater engagement with these strategic partners WHAT WE'RE LOOKING FOR (MINIMUM QUALIFICATIONS) * 10+ years of technical pre-sales experience, with professional services or architecture experience *  Broad and deep understanding of security, networking, authentication, and Internet fundamentals * Strong understanding of how to navigate large partner organizational structures * Experience building technical champions that influence partner direction and positive outcomes for our partners, Zscaler, and our joint customers * Demonstrated to lead cross-departmental collaboration on strategic initiatives and work on large, complex SaaS solution opportunities WHAT WILL MAKE YOU STAND OUT (PREFERRED QUALIFICATIONS) * Experience managing executive-level relationships * Excellent communication and follow-up skills and engaging interpersonal skills including large scale presentations * Very focused on pipeline development with channel partner engagement * Minimum Education: Bachelor of Science degree or equivalent work experience * Travel 25% to support partner engagements, industry events, and internal development #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.

ABOUT VERCEL: Vercel is the agentic infrastructure company. We free people and agents to ship what’s next. For more than a decade, Vercel has shaped how the web is built. As the team behind Next.js, v0, and AI SDK, we create products that help builders move from idea to production with speed, security, and exceptional developer experience. Now, software is entering a new era, and the next generation of products will not just be used by people. They will be built, extended, and operated by agents. We are building the platform for that future, trusted by companies like OpenAI, PayPal, Ramp, Supreme, and millions of developers worldwide. Whether you’re building our products, supporting our customers, growing our community, or shaping our story, you’ll help define what comes next. ABOUT THE ROLE: We are looking for a Senior Partner Manager, AWS to join our Partnerships team. You will play a pivotal role in strengthening our presence within AWS sales teams, aligning to AWS programs and competencies, and building repeatable co-sell motions that drive revenue growth. The ideal candidate will have experience working with hyperscalers, activating field relationships, accelerating joint pipeline and enabling sellers at Vercel and AWS to win together. You will report to the Head of AWS Alliance. This is a hybrid position, based in San Francisco, New York or Austin, with in-office anchor days on Monday, Tuesday, and Friday. For location-specific details, please connect with our recruiting team. WHAT YOU WILL DO: Strategic Field Engagement & Co-Sell Leadership * Own and execute the North America co-sell strategy with AWS, generating high-value pipeline and accelerating revenue growth. * Embed deeply with AWS field teams to develop joint account plans, territory strategies, and coordinated deal execution alongside Vercel Account Executives. * Identify, qualify, and advance high-impact co-sell opportunities leveraging AWS programs including ISV Accelerate, AWS Marketplace, and other funding initiatives. * Lead strategic account mapping sessions, executive business reviews, and regular cadence meetings to ensure alignment and progression of opportunities. * Manage and optimize pipeline within the AWS ACE (APN Customer Engagement) portal, ensuring co-sell eligibility and seamless coordination with AWS sellers * Build and activate strategic relationships across the broader AWS Partner Network (including ISVs, GSIs, and consulting partners) to design and execute triangulated go-to-market plays with AWS, driving multi-partner pipeline creation and accelerating enterprise deal cycles. Partner Enablement & Program Activation * Translate Vercel’s technical and business value into AWS-aligned engagement plays, driving repeatable, scalable co-sell motions. * Enable AWS sellers, Partner Development Managers (PDMs), and Partner Solution Architects (PSAs) with technical positioning, customer use cases, and messaging tailored for complex enterprise scenarios. * Lead joint field marketing and go-to-market initiatives at flagship events such as AWS re:Invent and regional AWS Summits, fostering executive engagement and accelerating pipeline. Revenue Growth & Pipeline Accountability * Own measurable co-sell sourced and influenced pipeline, ensuring predictable revenue impact from AWS engagements. * Track, forecast, and report on key performance metrics including AWS-originated opportunities, influenced revenue, Marketplace transactions, and program participation. * Diagnose regional and account-level performance gaps, designing and executing targeted engagement plans to accelerate growth. Cross-Functional & Executive Alignment * Build and maintain trusted executive relationships across AWS and Vercel, including field sellers, PDMs, PSAs, and regional sales leadership. * Collaborate internally across Sales, Marketing, Partner Operations, and Leadership to remove execution blockers and ensure alignment on joint priorities.   ABOUT YOU: * 5+ years of senior partner sales, alliances, or channel leadership experience within SaaS or cloud infrastructure * Proven success co-selling with hyperscale cloud providers, particularly AWS, with deep understanding of their field organization and GTM motions * Track record leading account mapping sessions, territory planning, and executive business reviews in complex enterprise environments * Strong technical acumen, with the ability to understand and articulate Vercel’s platform capabilities, web technologies, and digital transformation solutions * Exceptional ability to navigate matrixed organizations, influence multiple stakeholders, and drive consensus at the executive level * Data-driven and metrics-oriented, translating co-sell activities into tangible revenue outcomes * Thrive in fast-paced, high-growth environments with evolving priorities * Collaborative team leader who fosters cross-functional success and contributes to strategic decision-making.   BENEFITS: * Competitive compensation package, including equity. * Inclusive Healthcare Package. * Learn and Grow - we provide mentorship and send you to events that help you build your network and skills. * Flexible Time Off. * We will provide you the gear you need to do your role, and a WFH budget for you to outfit your space as needed. The San Francisco, CA OTE pay range for this role is $175,000 - $270,000. Actual salary will be based on job-related skills, experience, and location. Compensation outside of San Francisco may be adjusted based on employee location. The total compensation package may include benefits, equity-based compensation, and eligibility for a company bonus or variable pay program depending on the role. Your recruiter can share more details during the hiring process. Vercel is committed to fostering and empowering an inclusive community within our organization. We do not discriminate on the basis of race, religion, color, gender expression or identity, sexual orientation, national origin, citizenship, age, marital status, veteran status, disability status, or any other characteristic protected by law. Vercel encourages everyone to apply for our available positions, even if they don't necessarily check every box on the job description.