Account Executive, Majors - job 1 of 7

The Account Executive, Majors at Zscaler focuses on acquiring net new logos and upsell opportunities in the Swiss market. This role involves building strong relationships with key stakeholders, especially C-Level decision-makers, and creating long-term account strategies that align with each customer's goals. Additionally, you'll collaborate with internal teams to meet customer needs and serve as a trusted advisor, enhancing the overall client experience.

To apply for the Account Executive, Majors position at Zscaler, candidates should possess a minimum of 10 years of full-cycle sales experience in the software or security industry. A bachelor's degree or equivalent experience is necessary, along with proven experience working with C-Level accounts. Strong business fluency in German or Swiss-German is highly preferred, as you'll be engaging directly with clients in Switzerland.

Zscaler is committed to fostering a diverse and inclusive environment. As an Account Executive, you will be welcomed into a culture that values innovation and celebrates differences. The company promotes diversity, equity, and inclusion through various initiatives, ensuring that every employee's voice is heard and respected. This commitment helps create a collaborative atmosphere where ideas flourish and employees feel empowered.

Success as an Account Executive, Majors at Zscaler hinges on strong relationship-building skills, strategic sales planning capabilities, and a deep understanding of customer goals and technological solutions. Having established relationships with prospective and current customers, alongside exceptional communication skills to engage C-Level executives, can greatly enhance your effectiveness in this role. Adaptability and a collaborative attitude are also key traits that will help you thrive in Zscaler's fast-paced environment.

Zscaler offers a comprehensive benefits program tailored to meet the diverse needs of its employees. As an Account Executive, you can enjoy various health plans, generous vacation and sick time policies, parental leave options, retirement plans, education reimbursement, and many in-office perks, making it a great place for your professional growth and well-being.

When building relationships with C-Level executives, I focus on understanding their unique business challenges and objectives by engaging in active listening. I develop tailored solutions that align with their goals, ensuring that our discussions are relevant and impactful. Establishing trust and credibility is essential, so I prioritize consistent follow-up and providing valuable insights that can help them succeed.

In my previous role, I implemented a strategic territory plan that prioritized key accounts based on industry trends and client readiness for cloud transformation. By segmenting my outreach and tailoring my pitch to address specific pain points, I successfully closed several large deals and increased upsell opportunities through deepened relationships and trust with existing clients.

To identify net new logo opportunities, I leverage industry research tools, attend relevant networking events, and leverage LinkedIn for prospecting. I analyze market trends and seek referrals from existing clients. Additionally, my experience allows me to recognize organizations that are undergoing digital transformation, positioning Zscaler solutions to meet their changing needs.

Handling objections involves empathizing with the client’s concerns and acknowledging them without being defensive. I listen carefully to understand the underlying reasons for their hesitations, then provide tailored responses with relevant data or case studies to ease their doubts. My goal is to turn objections into opportunities for further discussion.

In my previous positions, strategic sales planning was a critical component of my approach. I would analyze market segments, client behaviors, and competitor strategies to create targeted sales plans. This meticulous planning allowed me to set clear objectives and KPIs, prioritize high-potential accounts, and allocate resources effectively to maximize results.

Collaboration is at the heart of my sales approach. At Zscaler, I believe working closely with internal teams—like Sales Enablement, Customer Success, and Solution Architects—ensures that we are holistic in addressing client needs. This cooperation also enriches my understanding of the product and strengthens client relationships.

I regularly read industry publications, attend webinars, and participate in professional organizations to stay informed about key trends and developments. Networking with industry peers and thought leaders also offers valuable insights that I can apply to refine my sales strategies and stay competitive.

Essential metrics for assessing my sales performance include the number of new logos acquired, upsell revenue generated, deal closure rates, and customer retention rates. Analyzing these metrics helps me identify strengths and areas for improvement to continually enhance my sales effectiveness.

After closing a deal, I ensure customer needs are met by establishing a clear communication line and setting expectations for onboarding and continued support. I regularly check in with clients to fade concerns, gather feedback on the solution's implementation, and ensure that Zscaler's offerings align with their evolving strategies.

I want to work as an Account Executive at Zscaler because I admire the company's dedication to innovation and security in the cloud. I am passionate about helping businesses navigate their digital transformations and believe my experience aligns well with your mission to provide secure solutions. Joining Zscaler would enable me to play a pivotal role in securing businesses and enhancing their operational efficiencies.