Deal Manager

About Zscaler Zscaler is a pioneer and global leader in zero trust security. The world’s largest businesses, critical infrastructure organizations, and government agencies rely on Zscaler to secure users, branches, applications, data & devices, and to accelerate digital transformation initiatives. Distributed across more than 160 data centers globally, the Zscaler Zero Trust Exchange platform combined with advanced AI combats billions of cyber threats and policy violations every day and unlocks productivity gains for modern enterprises by reducing costs and complexity. Here, impact in your role matters more than title and trust is built on results. 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 champion an “AI Forward, People First” philosophy to help us accelerate and innovate, empowering our people to embrace their potential. If you’re driven by purpose, thrive on solving complex challenges and want to make a positive difference on a global scale, we invite you to bring your talents to Zscaler to help shape the future of cybersecurity. Role We are looking for a Deal Manager to join our World Wide GTM Operations team. This is a hybrid role based in Sydney (3+ days/week in-office), reporting to the Senior Manager, Deal Desk. The core purpose of the Deal Manager is to support the AEs to capitalize on sales opportunities effectively by having a deep understanding of the ANZ market and market specific expertise to drive complex deal structure concepts to the AEs and complement the sales teams by supporting larger and more complex deals on pricing, company policies, and rules. What you’ll do (Role Expectations) Lead and advise the sales team/senior leaders on deal strategy and structuring (especially for complex deals) and alternative commercial solutions in a SaaS environment to win deals Be an expert to provide guidance for SFDC CPQ quote and contract processes, driving pricing structure/strategy and advising on commercial terms to safeguard the interest of Zscaler Own the day to day deal/pricing approvals for the applicable region, ensuring compliance to business rules and policies and escalate exceptions Build strong partnership and collaborate with stakeholder functions like Sales, Product Management, Legal, Revenue Operation, Pricing, Sales Operation, Order Management and etc. to minimize/remove friction in the entire quote to order booking processes to achieve the desirable outcome Identify process and policy gaps and recommend improvements and best practices to enhance productivity and increase deal velocity Who You Are (Success Profile) 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 champion simplicity. You are skilled at distilling complex problems, user needs, and technical concepts into clear, simple, and actionable plans. You are a precise communicator who brings clarity and focus to every interaction. You are data-driven. You use data and analytics to find the truth, measure what matters, and guide informed decisions. You value evidence over assumptions, replacing "I think" with "I know" to drive better outcomes. You lead with integrity. You do the right thing, even when it’s hard. You hold yourself and others to a high standard of accountability and build trust by matching your words with consistent, transparent action. What We’re Looking for (Minimum Qualifications) 5+ years of Deal Desk experience in a High-Tech/SaaS hyper growth or enterprise company Advanced Deal Desk business acumen as a Subject Matter Expert (SME) Demonstrated knowledge of industry and geographic trends utilized in deal strategy and structuring Demonstrated coaching, mentoring, and leadership skills Clear understanding of corporate organizational goals and how our team, individually and collectively, can impact or contribute to achieving those goals What Will Make You Stand Out (Preferred Qualifications) Strategic thinker with a results-driven approach and strong analytical skills Proficient in Salesforce, SF CPQ, and Microsoft Office Suite Deep understanding of sales processes and methodologies with high attention to detail #LI-NL1 #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 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.