The Partner Development Manager - AI Partnerships is responsible for strengthening the overall health, growth, and market impact of the AI Partnerships (specifically AI Frontier labs). The role will develop and implement mechanisms that will own AI Partnership Strategy and execution to amplify and simplify engagement with across sales, solutioning, marketing, and executive alignment.

What you'll do:

Meet goals and milestones associated with improving ZS's standing and impact within the AI labs ecosystem, including but not limited to:

• Own alliance performance and governance: Track KPIs across pipeline, revenue, and engagement; define success metrics and establish operating rhythms to measure the impact of AI Partnership initiatives
• Develop and execute partner strategy: Define annual plans, priorities, and growth plays; lead QBRs and drive follow-through on joint initiatives focused on scaling generative AI adoption
• Drive co-sell pipeline and revenue: Partner with ZS teams and Partner sellers to identify, shape, and progress opportunities; support commercial alignment and deal execution across client engagements
• Expand joint solutions and GTM: Identify priority use cases (generative AI, LLM applications, automation, analytics); develop scalable joint offerings and repeatable client propositions
• Deepen partner engagement and account alignment: Build relationships across both organizations; lead account mapping, introductions, and whitespace identification to accelerate growth
• Strengthen credentials and visibility: Build ZS's reputation as a leader with our partners in AI powered solutions through case studies, thought leadership, and external visibility
• Enable internal teams: Coordinate training and ongoing enablement to build AI Partnership fluency across ZS sellers, delivery teams, and client-facing stakeholders
• Execute joint marketing: Partner with alliance marketing to deliver campaigns, events, and content that build market awareness and support pipeline generation