Account Executive, Majors - Brazil

As an Account Executive at Zscaler in Brazil, your main responsibilities include building strong relationships with key internal and external stakeholders, particularly at the C-level. You'll develop long-term account strategies that align with customer goals and collaborate closely with various teams to meet client needs. Being a trusted advisor is crucial, as you'll need to understand client businesses and effectively align Zscaler's solutions to help them achieve their objectives.

To be considered for the Account Executive role at Zscaler, candidates should have at least 8 years of full-cycle sales experience, preferably within the software or security sectors. A Bachelor's degree or equivalent experience is required, along with proven experience engaging with accounts at the C-level. Bilingual proficiency in Portuguese and English is a must, considering the role's focus on the Brazilian market and clientele.

Zscaler is deeply committed to fostering a diverse and inclusive workplace. The company believes that diversity drives innovation and is actively working to create an environment where individuals from all backgrounds and identities can thrive. Their corporate responsibility page provides insights into their efforts towards promoting equity, inclusiveness, and belonging among employees, ensuring everyone feels valued and empowered.

Zscaler's Employee Benefits program stands out for its comprehensive and inclusive offerings designed to cater to the diverse needs of employees and their families. The program encompasses various health plans, generous vacation and sick leave policies, parental leave options, retirement plans, and education reimbursement, among other in-office perks. This holistic approach enables employees to truly flourish both personally and professionally.

The work culture at Zscaler is fast-paced, collaborative, and innovative. As an Account Executive, you will be part of a team that values input from all members while focusing on customer success and agile transformations. The company's recognition as a Best Workplace in Technology highlights its support for a healthy work-life balance and a positive environment where employees can contribute enthusiastically towards shared goals.

When addressing your experience with C-level executives, it's essential to highlight specific instances where you've successfully built relationships and influenced decisions. Discuss the strategies you used to understand their pain points and how you tailored your pitch to resonate with their priorities. This shows not just your sales skills but also your ability to align solutions with higher-level business goals.

In response to objections, emphasize the importance of listening actively to the client’s concerns. Describe your approach to addressing objections by providing data or testimonials that reaffirm the value of your offering. Discuss your ability to pivot the conversation towards how you can customize solutions to meet their specific needs, which demonstrates flexibility and customer-centric thinking.

Elaborate on your methods for developing long-term account strategies by including your processes for conducting customer research, understanding their business objectives, and continuous engagement. Highlight the significance of aligning your sales approach with the client’s goals and how you maintain and strengthen relationships over time to ensure account growth.

Convey your passion for Zscaler's mission of secure digital transformation and its commitment to innovation within cloud security. Share insights into how their values align with your own career aspirations and your eagerness to contribute positively. Mention any specific aspects of the company culture that appeal to you, which showcases that you've done your research.

Discuss your approach to prioritizing opportunities in your sales pipeline, including criteria for determining which deals to focus on. Talk about leveraging CRM tools for tracking progress, setting timelines, and regularly reviewing the pipeline to adjust your strategies. Highlight the importance of harnessing data to inform your decisions effectively.

In your response, provide examples of previous strategic sales planning initiatives you've been part of. Explain how you identify target markets, set realistic sales goals, and develop actionable steps towards achieving them. Showcase how your analytical skills helped you assess market trends and adapt strategies accordingly to close net new logos.

Share your key performance indicators (KPIs) that define success in your current or previous roles. Discuss aspects such as revenue generated, client satisfaction scores, and retention rates. Illustrate how these metrics reflect your impact on the business and your commitment to delivering exceptional value to your accounts.

Provide a detailed account of a successful project, focusing on your role in the execution and its outcomes. Discuss the challenges you faced and the strategies you implemented to overcome them. Highlight the collaborative efforts with your team and the lessons learned, showcasing your leadership skills and capacity to drive results.

Emphasize your proactive approach to staying informed about industry trends through continuous education such as attending webinars, reading industry publications, participating in professional organizations, or networking with peers. Sharing specific examples of how you’ve applied this knowledge in previous roles can demonstrate your dedication to your profession.

Discuss your customer service philosophy by highlighting techniques like consistent communication, setting realistic expectations upfront, and providing follow-ups post-sale. Share how these practices have fostered strong relationships and trust with clients, ultimately leading to enhanced satisfaction and retention over time.