Account Executive, Commercial - Chicago

As an Account Executive, Commercial at Zscaler, your responsibilities will include building strong relationships with internal and customer stakeholders, particularly C-suite decision-makers. You will create long-term account strategies tailored to customer goals, collaborate across various teams to meet client needs, and act as a trusted advisor who understands the intricacies of clients' businesses while aligning Zscaler solutions to their objectives.

To qualify for the Account Executive, Commercial role at Zscaler, you need a minimum of 2 years of full-cycle sales experience within the software or security industry, coupled with a bachelor's degree or equivalent experience. Additionally, having progressive selling experience and the ability to engage effectively with accounts are crucial for succeeding in this position.

To stand out as a candidate for the Account Executive, Commercial position at Zscaler, experience in establishing relationships with both current and prospective clients is key. Your understanding of the bigger picture and how technology can fulfill customer goals will give you an edge. Proficiency in sales planning and a track record of achieving sales targets while working with channel partnerships will also enhance your candidacy.

Zscaler fosters a supportive and inclusive company culture that encourages collaboration and innovation. For an Account Executive, this means working alongside some of the smartest minds in the industry in a fast-paced environment focused on delighting customers. Zscaler values diversity, equity, and inclusion, creating a culture where everyone feels they belong.

The base salary range for the Account Executive, Commercial position at Zscaler is between $88,200 and $126,000 USD, excluding commission, bonus, and equity. Moreover, Zscaler offers a comprehensive benefits program, including various health plans, vacation and sick time, parental leave options, retirement plans, and education reimbursement, all aimed at supporting employees' diverse needs throughout their life stages.

Effectively building relationships with key stakeholders involves understanding their needs, establishing trust, and consistently providing value. Begin by conducting thorough research about the stakeholders, and create personalized communication strategies that show you're committed to meeting their goals. Leveraging Zscaler's innovative solutions as conversation starters can help initiate meaningful discussions.

In response to this question, it's helpful to bring up a specific example where you identified a client's challenges and matched them with appropriate technology solutions. Explain the process you undertook, the strategy employed, and the positive outcomes achieved to highlight your problem-solving skills and customer-centric approach.

Aiming for a thoughtful response, discuss current challenges such as increasing cyber threats, regulatory compliance, and the complexity of cloud environments. Show your knowledge of Zscaler’s solutions that address these issues, emphasizing your readiness to help clients navigate their cloud security journeys.

When asked about prioritization, you should demonstrate a structured approach, like segmenting accounts by potential value and urgency. Explain your criteria for evaluating opportunities, such as alignment with customer goals, potential for growth, and urgency related to security needs, to show your strategic thinking process in sales.

In answering, detail your process for setting achievable targets, analyzing market trends, and addressing customer pain points. You may discuss utilizing CRM tools to track performance, creating targeted campaigns, and regularly reviewing strategies to ensure alignment with overall company goals.

Explain that handling objections involves active listening, empathy, and providing tailored solutions. Share an example where you successfully addressed an objection, utilizing it as an opportunity to further educate the client about Zscaler's offerings and how they specifically relate to their concerns.

It's crucial to highlight that teamwork is vital in reaching sales goals. Communicate how you collaborate with other departments, like marketing and customer success, to gather insights that enhance your sales approach. Discuss your experiences with teamwork and how they contributed to closing deals.

Share a specific scenario where you not only met but exceeded sales expectations. Discuss the strategies you employed, the challenges faced, and the cumulative results to illustrate your effectiveness and dedication to your role as an Account Executive.

Staying updated is essential in a dynamic field like cloud security. Discuss your methods for remaining informed, such as subscribing to industry newsletters, participating in webinars, and networking with peers. You may also mention harnessing resources within Zscaler to access valuable insights.

Be sure to express the passion you have for helping clients succeed through innovative technology solutions. Discuss how achieving sales targets and receiving positive feedback from clients both serve as significant motivators, driving you to continuously improve and adapt your sales strategies.