Account Executive, Majors (Automotive)

As an Account Executive at Zscaler focusing on the Automotive sector, your key responsibilities will include driving net new logo and upsell opportunities, building and nurturing relationships with C-Level decision-makers, and crafting long-term strategies that align with customer objectives. You'll also collaborate with various internal teams to provide tailored solutions that meet customer requirements, ensuring that Zscaler remains a trusted partner in their digital transformation.

To qualify for the Account Executive role at Zscaler, candidates should have at least 10 years of full-cycle sales experience, preferably within the software or security industry. Established relationships within the Automotive sector and experience in engaging with C-Level executives are essential. Additionally, fluency in German is required, while proficiency in strategic sales planning and the ability to understand customer goals will set you apart from other candidates.

Zscaler is committed to fostering a culture of continuous learning and growth. As an Account Executive, you will have access to various professional development opportunities, including training programs, mentorship, and education reimbursement. Our inclusive environment encourages collaborations and knowledge-sharing, empowering you to elevate your skills and excel in your role while contributing towards the company's growth.

As an Account Executive in the Automotive sector at Zscaler, you will primarily engage with enterprise clients, including 40% of Fortune 500 companies. You will have the opportunity to work with a diverse range of businesses, from traditional automobile manufacturers to innovative automotive tech companies, helping them navigate their digital transformation journey with Zscaler's secure cloud solutions.

Zscaler offers a comprehensive benefits package to its Account Executives, including various health plans, vacation and sick time off, parental leave options, retirement plans, and education reimbursement. We’re dedicated to supporting the diverse needs of our employees, ensuring they feel valued and empowered throughout their career journey.

When answering this question, focus on specific experiences you've had in full-cycle sales roles, emphasizing successes in closing deals and managing client relationships. Include quantifiable results, such as revenue growth or number of new accounts gained, showcasing your strong sales acumen in the relevant industry.

Share your strategies for engaging C-Level decision-makers, such as researching their company's goals, understanding their challenges, and tailoring your communication to align with their business needs. Highlight the importance of trust and credibility in these relationships and any successful outcomes you've had from cultivating them.

Talk about your methods for researching market trends and identifying potential customers through networking, events, and utilizing industry connections. Explain how you leverage data and competitor analysis to pinpoint leads, and how you initiate conversations to foster relationships that lead to new logo acquisitions.

Providing a specific example of a successful upsell can illustrate your ability to identify needs and add value to your clients. Discuss the process you undertook to understand the client's current situation, the additional solution you proposed, and the positive results that followed once the upsell was completed.

Demonstrating your knowledge of Zscaler's core offerings is crucial. Explain how the Zero Trust Exchange works to securely connect users, devices, and applications, emphasizing its role in enhancing security and enabling agile cloud operations for businesses, particularly in the automotive sector.

Discuss your organizational skills and utilize tools such as calendars and project management software to stay on top of your tasks. Highlight your ability to create structured schedules that allow for productivity while balancing client engagement, team meetings, and personal development in a remote setting.

Sharing a real challenge faced in sales can illustrate your problem-solving abilities and resilience. Discuss the situation, your approach, and the eventual outcome, emphasizing the lessons learned and how you applied them to future sales strategies.

Detail your process for gathering information on potential clients, including reviewing their online presence, understanding their market position, and identifying pain points that Zscaler's solutions can address. Emphasize the importance of relying on insights to tailor your approach in meetings.

Highlight your commitment to professional development by discussing how you follow industry news through publications, webinars, and networking. Mention specific resources or groups you're part of and how they inform your sales strategies.

Explain your thought process when developing account strategies, focusing on aligning customer goals with Zscaler’s offerings. Discuss the importance of understanding client needs, potential growth areas, and how to cultivate a long-term partnership that benefits both parties.