Account Executive, Commercial, Norway

As an Account Executive at Zscaler, you'll take charge of your designated territory, focusing on acquiring new logos and upsell opportunities. Your role will involve demonstrating business cases that highlight the unique value Zscaler offers, working with a variety of internal resources, including Sales Engineering and Solution Architects, throughout the sales cycles, and actively generating pipeline by leveraging various marketing strategies.

To qualify for the Account Executive role at Zscaler, candidates must possess a minimum of three years of sales experience targeting Commercial accounts in Norway, have a history of surpassing quotas, and demonstrate the ability to work effectively with internal and external partners. Fluency in Norwegian is essential, alongside a willingness to embrace coaching and follow a structured sales process.

At Zscaler, teamwork is highly valued. As an Account Executive, you will collaborate with various internal teams, including Sales Engineering, Solution Architecture, and Value Consulting. This collaborative environment ensures that you have access to the resources needed to deliver the best solutions for your clients, enhancing your effectiveness in the sales process.

Successful Account Executives at Zscaler often have experience in selling security solutions, SaaS, or software, along with exceptional talent in nurturing relationships and understanding market dynamics. Demonstrating an innovative approach to sales strategies, particularly with channel partnerships, along with strong negotiation skills, will distinguish you from other candidates.

Zscaler offers a comprehensive benefits program designed to support employees at all stages of life. As an Account Executive, you can expect various health plan options, generous vacation and parental leave, retirement plans, educational reimbursement, and many more perks designed to foster a healthy work-life balance and promote well-being.

When discussing your sales process, it's essential to highlight how you adapt your approach to meet the specific needs of various clients. Explain your initial research, how you engage with prospects, and the strategies you employ to build value and close deals. Discuss how you use customer feedback to refine your process continuously.

Outline your multi-faceted approach to lead generation, detailing methods such as attending trade shows, participating in joint marketing initiatives, and leveraging relationships with channel partners. Mention tools and techniques that have worked for you in the past and how you track and measure lead quality.

Explain your process for customer discovery, such as conducting needs assessments, asking open-ended questions, and listening actively to target pain points. Emphasize the importance of consultation and collaboration to ensure the best solution is recommended.

Prepare to share a specific example of an upsell experience, including the initial customer challenge, your strategy for positioning the additional service or product, and the ultimate outcome. Highlight your ability to understand timing, value, and ensure the customer acknowledges the benefit.

Discuss your strategy for objection handling, which should include actively listening to the client’s concerns, empathizing with their situation, and providing tailored responses that reinforce the value of your solution. Mention any techniques for turning objections into opportunities.

Highlight key performance metrics such as quota attainment, lead conversion rates, customer satisfaction scores, and account growth. Discuss how you regularly review these metrics to identify areas for improvement and effort recalibration.

Share a concrete example of a collaborative project, detailing your role, the team’s contributions, and how together you managed hurdles to ultimately win the business. This illustrates your ability to work as part of a team effectively.

Discuss your comfort level with CRM systems, sales tracking tools, and any additional software you've effectively utilized to manage client relationships and track progress through the sales pipeline. Share your experience in optimizing these tools for maximum efficacy.

Illustrate your commitment to professional development by mentioning sources like online courses, webinars, industry publications, and networking with industry peers. Share how staying current enhances your sales conversations.

Share personal insights into your motivations, whether it's your drive for achievement, passion for helping clients, or the thrill of closing a deal. Relate your motivations back to how they align with Zscaler's mission and values.