Account Executive, Commercial - New York City

As an Account Executive, Commercial at Zscaler, your primary responsibilities include building and nurturing relationships with important stakeholders, particularly C-suite decision-makers. You'll be creating tailored long-term account strategies aligned with customer goals and collaborating with internal teams to meet customer needs effectively. Understanding client businesses and positioning Zscaler solutions as trusted advisors is critical to your success in this role.

To qualify for the Account Executive, Commercial role at Zscaler, you need a minimum of 2 years of full-cycle sales experience, preferably within the software or security domain. A bachelor's degree or equivalent experience is also required, along with a proven track record of engaging with clients at various levels and progressive selling experiences.

Zscaler is dedicated to the growth of its employees, including Account Executives. The company offers comprehensive benefits, including education reimbursement and access to various training programs. This environment encourages continuous learning, fostering both personal and professional success within the rapidly evolving cloud security landscape.

Zscaler is recognized as a Best Workplace in Technology, thanks to its inclusive and supportive corporate culture. Employees work in a collaborative environment, sharing expertise to fulfill a shared vision of providing secure cloud services. As an Account Executive, you will work alongside talented professionals, driving innovation while meeting the diverse needs of enterprise clients.

The salary range for the Account Executive, Commercial position at Zscaler is between $88,200 and $126,000 USD, excluding commission, bonuses, and equity options. This range is competitive and reflects the level of expertise and experience required for the role, tailored to various locations across the United States.

When building relationships, I prioritize understanding the client's business needs and objectives. I believe in active listening and maintaining open lines of communication to build trust. Tailoring our solutions to their specific challenges shows that I am invested in their success.

Developing a long-term account strategy involves analyzing the client's industry, market trends, and their evolving needs. I start by setting clear objectives, identifying key milestones, and continuously engaging with stakeholders to refine our approach based on feedback and results.

One challenging sale involved a large client hesitant about switching to our solution. I conducted thorough research on their pain points and developed a customized presentation addressing their concerns. Following several follow-up meetings to build rapport and trust, I secured the deal by demonstrating ROI and aligning our solutions with their business goals.

Collaboration is crucial in the sales process. I regularly engage with cross-functional teams, including marketing, product development, and customer success, to ensure that we present a unified front to clients. This collective approach helps us address client needs more effectively and contribute to successful outcomes.

During slow periods, I focus on long-term goals and engage in activities that nurture relationships and expand my networks, such as attending industry events or webinars. Additionally, I seek feedback and training opportunities to enhance my skills, transforming slow time into productive development.

I track metrics such as conversion rates, client engagement levels, sales velocity, and my achievement against monthly or quarterly targets. Regularly analyzing these metrics allows me to adjust my strategies and continually aim for improvement in my performance.

In my previous roles, I employed sales planning methods that involved historical data analysis and market research to accurately forecast sales. This information enabled me to set realistic targets, allocate resources properly, and adjust our sales strategies proactively to capitalize on opportunities.

For new clients, I focus on research and personalization. Understanding their industry, challenges, and potential needs allows me to craft tailored messaging. I employ soft-touch outreach methods to establish initial contact, ensuring that my approach resonates with them on a meaningful level.

I find that addressing objections directly by first validating the client's concerns helps build trust. I respond by providing data-backed insights and demonstrating how our solutions align with their goals. Maintaining patience and a positive attitude is essential during these discussions.

Zscaler’s pioneering Zero Trust Exchange™ platform stands out due to its focus on secure cloud transformation, unmatched scalability, and user-centric design. The constant innovation backed by a deep understanding of emerging cybersecurity threats sets Zscaler apart in the rapidly evolving cloud security landscape.