Director, Strategic Alliances-AI Ecosystem

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 Director, Strategic Alliances-AI Ecosystem to join our team. This role offers flexible location options including onsite or hybrid at our San Jose Office, or remote within the USA, reporting to the Senior Director, PM-AI Security & Strategic Initiatives in the PM - Security AI department. This role is business development focused.

What You’ll Do (Role Expectations)

• Identify, engage, and cultivate strategic partnerships with AI ecosystem players and hyperscaler partners, owning the outreach pipeline from initial contact through executive-level meetings
• Develop and execute a partnership go-to-market strategy that aligns AI ecosystem integrations with Zscaler’s security platform roadmap and revenue objectives
• Serve as the technical bridge between partners and Zscaler product management, translating partner capabilities and integration requirements into actionable product collaboration opportunities
• Build and maintain a structured partner engagement framework, including joint roadmap planning, co-development agreements, and ongoing relationship management cadences
• Represent Zscaler’s AI security vision externally at industry events, partner forums, and ecosystem working groups to expand brand presence and attract new partnership opportunities

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. You adapt to what’s needed, navigating seamlessly between high-level strategy and hands-on execution.
• 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 operate with urgency. You understand that in a high-growth environment, speed and quality are not mutually exclusive. You have a relentless focus on execution and a bias for action, delivering high-impact results quickly to win for the customer and the team.
• You think at scale. You connect your day-to-day work to the larger company mission and think globally. You build solutions, processes, and teams that are not just effective today but are built to last and support a high-growth, global organization.

What We’re Looking For (Minimum Qualifications)

• 7+ years in business development (including BDM and strategic partnerships), with at least 3 years dedicated to AI/ML ecosystems
• Proven track record of identifying, negotiating, and closing strategic technology partnerships with hyperscalers (AWS, Azure, GCP) or major AI ecosystem players (Anthropic, OpenAI, Databricks, CoreWeave, etc)
• Strong technical acumen in AI/ML architectures and integration patterns, with the ability to translate between partner product teams and internal product stakeholders
• Experience developing and executing partnership go-to-market strategy that drive measurable revenue impact and platform adoption
• Excellent executive communication and relationship management skills, with demonstrated ability to engage C-level and VP-level stakeholders at partner organizations

What Will Make You Stand Out (Preferred Qualifications)

• Experience in cybersecurity or zero-trust architecture, particularly in how AI is applied to threat detection, data protection, or security operations
• Existing relationships within the AI ecosystem (e.g., model providers, inference platforms, AI infrastructure vendors) or major hyperscaler partner programs
• MBA or advanced technical degree, or equivalent experience building and scaling partnership programs at a high-growth enterprise SaaS company

Zscaler’s salary ranges are benchmarked and are determined by role and level. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations and could be higher or lower based on a multitude of factors, including job-related skills, experience, and relevant education or training.

The base salary range listed for this full-time position excludes commission/ bonus/ equity (if applicable) + benefits.

Base Pay Range

$192,500—$275,000 USD

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.

Benefits 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 Future of Work strategy, 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.