• Developing trusted relationships with partners' Sales, Presales, and Technical leaders • Supporting partners with technical sales activities such as value confirmation education and delivery • Coordinating efforts for enabling partners on relevant products • Customizing resources such as sales plays, competitive intelligence and use cases to drive partner sourced opportunities • Representing partner needs to product teams while collaborating with internal groups like marketing, services, and support to ensure partner success • Partnering with field sales teams to drive business through the channel

• Leading revenue and acquiring new business by evangelizing Akamai's technology to existing and prospective customers. • Engaging with customers during the sales-cycle to gather requirements and develop proposals, design, delivery, demo's and proof-of-concepts. • Collaborating with internal Stakeholders to strengthen customer relationships by becoming the go-to person for technical queries. • Supporting and advising internal cross-functional teams to ensure customers get appropriate updates, upgrades and event-oriented solutions.

Role Description Our CSE Solutions team builds and validates the reference architectures that Fortinet's largest service provider and MSSP customers deploy in production. We don't just write slideware — we build, test, and ship Reference Solution Stacks (RSS) as executable artifacts, with validation pipelines that prove they work at carrier scale. We're looking for an engineer who treats validation as a first-class discipline: someone who can stand up a multi-vendor topology, push it to its limits, and turn the results into evidence the field can sell on. What you'll do: - Design and execute validation campaigns for Telco and MSSP reference architectures, with a focus on CGNAT, SecGW, SD-WAN, uniSASE, and large-scale firewalling - Build performance and scalability test plans using tools like Spirent, Ixia/Keysight and FortiTester - Contribute to Reference Solution Stack (RSS) — your validation work is the artifact's release gate - Automate test execution and reporting through CI pipelines so results are reproducible, not one-off heroics - Work directly with field SEs on customer-driven validation requests, turning real opportunities into reusable evidence - Feed findings back into Product Management and Engineering to shape what gets built next - Produce clear technical documentation, live demos and Proof of concepts, and customer-facing reports Qualifications - Strong networking foundation: routing, switching, IPsec, BGP, QoS, and security fundamentals - Hands-on experience in service provider, large enterprise, or MSSP environments — production scale, not just lab toys - Solid Linux, scripting (Python or Bash), and comfort with virtualization (KVM, OpenShift and Hyperscalers) - Sharp troubleshooting instincts across multi-layer, multi-vendor systems - Ability to drive your own work — we run on consent-based governance, not micromanagement. Requirements - The Validation & Lab Team has flat decision-making, clear role accountabilities, and high autonomy over your domain. If that sounds refreshing, you'll fit. If you want a top-down hierarchy, you won't. Bonus points for: - Traffic generator experience (Spirent / Ixia / FortiTester) - CI/CD for infrastructure: GitLab CI, Jenkins, pipeline-driven testing - Telco protocol depth: GTP, Diameter, 5G core, carrier-grade NAT - Experience writing Infrastructure-as-Code (Terraform, Ansible) or treating documentation as code Why this role: - You'll work on the reference architectures that show up in the largest service provider RFPs in EMEA - Your validation results directly drive multi-million-euro deals — your work is visible and consequential - You'll help shape how Fortinet productises validation as code, not as a deliverable

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 As the Senior Manager of Specialist Solutions Architects for the Zero Trust Branch offering, you will be a pivotal technical leader driving the strategy that aligns our innovative security solutions with the complex business needs of enterprise clients. Reporting to the Director of Specialist Solutions Architects for Zero Trust Branch, you will lead a high-performing team to own the technical sales motion, foster executive-level relationships, and scale processes that ensure consistent, high-impact wins across the territory. What you’ll do (Role Expectations) - Recruit, mentor, and build a world-class team of product professionals, fostering a culture of excellence and continuous development - Collaborate with sales leadership and clients to develop and execute winning segment and account-level strategies, owning the technical sales motion from start to finish - Refine and scale core sales engineering processes to ensure consistency, efficiency, and high performance across the region - Act as a key technical leader and executive sponsor for strategic customers and partners, representing the company at industry events, forums, and executive briefings - Drive the technical strategy that aligns our innovative solutions with the complex business needs of our enterprise clients Who You Are (Success Profile) - 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 learner. You have a true growth mindset and never stop developing yourself, actively seeking feedback to become a better partner and a stronger teammate. You love what you do and you do it with purpose. - You are customer-obsessed. You build deep empathy for the customer—both internal and external—and anchor your decisions in solving their real-world problems. You champion their needs from start to finish, knowing their success is our success. - 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 are resilient and adaptable. You view change as an opportunity and setbacks as temporary. You maintain composure and focus in high-pressure situations, guiding yourself and your team through complexity with a steady, positive hand. What We’re Looking for (Minimum Qualifications) - Bachelor’s Degree in Technology, a related field, or equivalent professional experience - 10+ years of experience in Sales Engineering, Solutions Consulting, or Solutions Architect - 4+ years of experience directly leading and managing technical teams - Proven experience selling network security technologies including SD-WAN, routing protocols, SWG, firewalls, and VPNs What Will Make You Stand Out (Preferred Qualifications) - Industry Certifications such as CCIE, JNCIE, PCNSA, CISSP, or CCSP - A leadership style that balances high-level strategy with the ability to "roll up sleeves" for strategic account wins - Deep understanding of complex, multi-year sales cycles and expertise in value-based storytelling #LI-Hybrid #LI-LK2 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.