Account Executive, Majors - West

As an Account Executive, Majors at Zscaler, you'll be responsible for developing robust relationships with key internal and external stakeholders, particularly with c-suite decision-makers. Your role involves creating comprehensive long-term account strategies that align with your clients' goals while collaborating with other teams to ensure their needs are met. You'll also act as a trusted advisor, helping clients understand how Zscaler's solutions can transform their businesses securely.

Zscaler seeks candidates with a minimum of 10 years of full-cycle sales experience within the software or security industry for the Account Executive, Majors role. A Bachelor's degree or equivalent experience is required, with progressive selling skills, especially in engaging C-Level accounts. Preferred qualifications include established relationships with potential customers and a proven track record in strategic sales planning.

The work environment for an Account Executive, Majors at Zscaler is fast-paced, collaborative, and innovative. You will find yourself surrounded by some of the brightest minds in the industry, all focused on driving secure digital transformation. Zscaler fosters a supportive culture that emphasizes teamwork, belonging, and professional growth.

Zscaler is committed to the professional growth of its employees, offering various programs and educational reimbursement to support continuous learning. As an Account Executive, Majors, you'll have access to resources that enhance your skills in strategic sales, industry knowledge, and customer relationship management, paving the way for career advancement.

The base pay range for an Account Executive, Majors at Zscaler is typically between $131,250 and $187,500, excluding commissions and bonuses. Compensation can vary based on skills, experience levels, and other factors, making this an attractive opportunity for experienced professionals in the field.

In answering this question, highlight your experience by detailing specific examples of past sales processes, from prospecting to closing. Discuss how you’ve engaged clients, built relationships, and met targets. Emphasize any particular achievements that align with Zscaler's sales objectives, demonstrating your capability to contribute effectively.

Discuss the importance of understanding a client’s business needs and aligning your solutions with their goals. Talk about conducting thorough research and insights gathering to tailor your strategies. Highlight your experience collaborating with teams to ensure comprehensive approaches to account management.

Approach this question by mentioning the significance of understanding the executive’s priorities and business challenges. Highlight the need to build trust and demonstrate how Zscaler's solutions can impact their bottom line positively. Share experiences that show your capability to create meaningful conversations at the C-level.

Illustrate your flexibility in sales strategies by sharing an example where you had to pivot your approach based on an industry’s unique needs or dynamics. Show your research processes and your understanding of how industry-specific challenges can affect clients' decisions.

Speak about both qualitative and quantitative measures, such as revenue generated, the number of new clients acquired, and customer satisfaction scores. Emphasize how you align these metrics with the company’s sales goals to ensure consistent performance assessment.

Detail a specific complex sale, outlining the challenges you faced and the multi-step process you undertook to navigate those challenges. Focus on your strategic planning, stakeholder engagement, and the way you crafted solutions to meet the client’s needs.

Discuss your principles of staying calm and listening actively to clients' concerns. Share techniques you deploy to address objections with facts and demonstrating value, illustrating how you turn objections into opportunities to strengthen the client relationship.

Emphasize the importance of collaborating with various teams, such as marketing and customer success, to create a 360-degree view of client needs. Share examples of successful team collaborations you've experienced and how they benefited the sales process.

Mention your commitment to continuous learning through following industry news, attending webinars, and participating in networking events. Highlight specific resources you find valuable in keeping your knowledge relevant and fresh for your role.

Frame your answer around Zscaler's reputation in the industry, your personal alignment with their values, and your enthusiasm for contributing to their mission. Mention specific reasons, such as their innovative culture, focus on security, or commitment to diversity and inclusion, and how those resonate with your career goals.