Account Executive, Enterprise, Philly

As an Account Executive at Zscaler, your primary responsibilities will include building and nurturing relationships with key internal and customer stakeholders, particularly C-suite executives. You will create and implement long-term account strategies that align with customer goals, as well as work collaboratively with various teams to ensure customer needs are met and to contribute to account planning. Being a trusted advisor in understanding client businesses and aligning Zscaler solutions with their objectives is crucial.

For the Account Executive position at Zscaler, candidates must possess a minimum of six years of full-cycle sales experience, preferably in the software or security sectors. A bachelor's degree or equivalent experience is required, along with a demonstrated ability in progressive selling, especially at the C-Level. Preferred qualifications include established relationships with current and prospective customers and proficiency in strategic sales planning for closing new business.

Zscaler is dedicated to the growth and development of its employees. For Account Executives, we offer various resources for professional training and development, including education reimbursement programs and mentorship opportunities. Our culture encourages continuous learning and collaboration, helping you stay ahead in the rapidly changing field of cloud security.

At Zscaler, the work culture is fast-paced, collaborative, and inclusive. Our team values diversity and actively fosters an environment where everyone’s ideas are heard and respected. As an Account Executive, you’ll experience a dynamic workplace where innovation is encouraged, and where you can make a meaningful impact on customers’ experiences and overall business outcomes.

Zscaler provides a comprehensive benefits program designed to meet a wide variety of needs for its employees and their families. This includes various health plans, vacation and sick leave, parental leave options, retirement plans, and much more. We understand the importance of work-life balance and strive to support our employees at every stage of their personal and professional journeys.

When discussing your sales process with C-level executives, focus on being consultative in your approach. Start by understanding their business challenges and objectives. Highlight how your solutions can address their specific needs. Be prepared to discuss your past successes in similar scenarios and demonstrate your ability to build trusted relationships.

In managing my pipeline, I prioritize accounts based on potential revenue impact, their alignment with my sales strategy, and engagement levels. I use CRM tools to track interactions and set reminders for follow-ups. This allows me to ensure no opportunities slip through the cracks while maintaining focus on high-potential leads.

To overcome objections, I first listen carefully to the client's concerns without interrupting. Then, I validate their feelings before providing tailored responses that align with their specific objections. Sharing relevant case studies or success stories can also help demonstrate how others in similar positions have benefitted from our solutions.

Certainly! In my previous role, I developed a long-term account strategy for a key client by first conducting a thorough assessment of their needs. I identified areas for improvement and proposed a phased approach for deploying our services, complete with metrics to measure success. This plan not only resulted in increased sales but also positioned us as a trusted partner.

I stay informed about industry trends through a combination of reading industry publications, attending webinars, and networking with peers. I also leverage social media platforms like LinkedIn to follow thought leaders and engage with content relevant to cloud security and enterprise solutions.

Collaboration is essential in my sales approach. I believe in leveraging the expertise within my team, including sales enablement and solution architects, to build a cohesive and well-informed sales strategy. This not only provides a comprehensive view of the client’s needs but also ensures we deliver a consistent message to stakeholders.

I measure success through various key performance indicators (KPIs) such as sales revenue, customer retention rates, and the successful closing of strategic deals. Additionally, I value feedback from clients and teams, which helps gauge the effectiveness of my approach and keep improving.

The most rewarding aspect is being able to provide solutions that genuinely protect companies from cyber threats while enabling them to thrive. Knowing that my efforts contribute to enhancing a client's security and operational efficiency fuels my passion for this role.

Building rapport starts with listening and understanding the client's unique challenges. I prioritize establishing trust by being transparent and responsive to their needs. I also find common interests or shared goals that can help create a personal connection.

When facing a hesitant client, my approach is to re-engage them by addressing any concerns they might have. I summarize the benefits, reiterate how our solution aligns with their goals, and provide reassurances, such as trial periods or success stories, to ease their hesitations and facilitate the closing process.