Account Executive, Enterprise - Maryland/Virginia

The Account Executive position at Zscaler involves building relationships with internal and customer stakeholders, particularly at the C-level, alongside developing a long-term account strategy that aligns with customer objectives. You will collaborate with various teams to meet customer needs, identify solutions, and contribute to account planning.

For the Account Executive role at Zscaler, a minimum of six years of full-cycle sales experience in the software or security industry is required, alongside a bachelor's degree or equivalent experience. Candidates should have progressive selling experience, particularly in engaging with C-level executives.

A successful Account Executive at Zscaler demonstrates strong relationship-building skills, an understanding of customer goals, and the capability to align Zscaler solutions with those objectives. Proficiency in strategic sales planning and the ability to meet sales targets through closing new accounts are also crucial.

At Zscaler, Account Executives will experience a fast-paced and collaborative culture. The company prides itself on being a top workplace in technology, fostering diversity and inclusion, and empowering employees to innovate and contribute positively to the cloud security landscape.

Zscaler provides comprehensive benefits for its Account Executives, which include various health plans, vacation and sick time off, parental leave options, retirement plans, education reimbursement, and more. This reflects Zscaler's commitment to supporting its employees' diverse needs.

Your sales process should emphasize understanding the customer's needs through active listening and research. Discuss how you identify prospects, qualify leads, conduct presentations, and follow up. Make sure to highlight adaptability and responsiveness.

Engaging C-suite executives requires articulating value clearly and understanding their unique challenges. Share examples of how you’ve prepared for meetings, aligned discussions with their business objectives, and built trust by providing insights relevant to their industry.

Handling objections involves empathy, listening, and addressing concerns with factual information. Discuss your method for identifying the root of objections and providing tailored solutions or alternatives to turn challenges into opportunities.

Customer satisfaction post-sale is achieved through proactive communication, regular check-ins, and assistance in leveraging the solutions provided. Mention any metrics or feedback processes you use to measure satisfaction and success.

Use the STAR method to describe a specific situation where you faced challenges—what actions you took to navigate the obstacles, and the results. Highlight key learnings and how this experience can apply to future deals.

Teamwork is crucial in sales. Discuss how you collaborate with different departments like marketing, customer success, and technical teams to create integrated solutions that resonate with clients and meet their needs.

Strategic sales planning starts with thorough market research, understanding customer needs, and identifying target segments. Discuss how you develop action plans that focus on long-term relationship building and achieving sales targets.

Discuss the importance of Zero Trust architecture, AI's role in threat detection, or the implications of evolving compliance regulations. Showing awareness of these trends illustrates your industry knowledge and relevance to the role.

Prioritization involves assessing account potential, urgency, and relationship status. Share tools you may use for tracking leads and managing outreach efforts efficiently to maximize your impact.

Discuss specific examples of sales targets you've previously met or exceeded. Use quantifiable results to showcase your success and the strategies that enabled you to achieve them consistently.