Account Executive, Commercial - Michigan - job 2 of 2

As an Account Executive at Zscaler, you’ll be responsible for building strong relationships with important internal and customer stakeholders and developing tailored account strategies that resonate with customer goals. Engaging directly with C-suite decision-makers, you will collaborate with various teams to address customer needs effectively and contribute to overall account planning.

Zscaler requires its Account Executive candidates to have a minimum of 2 years of full-cycle sales experience in the software or security industry. A bachelor's degree or equivalent experience is also essential. Candidates with existing relationships in the tech space and a proven record of meeting sales targets will be particularly well-suited for this role.

To stand out at Zscaler, you should have established relationships with current and potential customers, a deep understanding of their business objectives, and proficiency in sales planning. Experience in closing new logos and a proven ability to meet or exceed sales targets through effective channel partnerships are additional advantages.

At Zscaler, the work culture is fast-paced, collaborative, and inclusive. We emphasize diversity and encourage team members to bring their unique perspectives to the table. As an Account Executive, you'll be supported by a group that values innovation and seeks to excel in delivering exceptional customer service and cloud solutions.

Zscaler offers a comprehensive benefits package for Account Executives, which includes a variety of health plans, paid time off for vacation and sick leave, parental leave options, retirement plans, and education reimbursement among other perks. We believe in supporting our employees at all stages of their lives.

In your response, highlight specific sales cycles you've managed, the challenges faced, and how you overcame them. Provide metrics or successes to illustrate your achievements and demonstrate your understanding of the sales process.

Discuss your strategies for engaging with high-level executives, emphasizing the importance of personalized communication and demonstrating a thorough understanding of their business goals. Highlight your ability to listen actively and position solutions effectively.

Share a detailed example of an account strategy, including your analysis of the customer’s needs, the approach you took, and the results achieved. This illustrates your strategic thinking and ability to drive sales.

Emphasize the importance of teamwork in sales, detailing your methods for promoting collaboration with solution architects, customer success teams, and other departments to create comprehensive solutions that meet client needs.

Explain your process for assessing account potential, prioritizing leads based on criteria such as revenue potential and relationship strength, and managing your pipeline to ensure timely follow-ups and opportunities are maximized.

Discuss your methods for staying informed, such as following industry publications, attending conferences, and engaging in professional networks. This shows your commitment to continuous learning and understanding of the market.

Share specific closing techniques that you've found to be successful, whether it's addressing objections upfront, creating urgency, or utilizing compelling case studies that illustrate the value of your solutions.

Provide a concrete example where you surpassed quotas. Discuss the strategies you employed and how those strategies helped you achieve or exceed those goals.

Outline your approach to overcoming objections by understanding the customer's concerns, empathizing with their positions, and presenting tailored solutions that address those objections while highlighting the value.

Articulate your enthusiasm for Zscaler, citing specific aspects of the company such as its innovative approach to cloud security, its strong market position, or its commitment to corporate responsibility and diversity, all of which resonate with your personal and professional values.