Account Executive, Majors - Cleveland

The Account Executive, Majors at Zscaler is responsible for building strong relationships with key stakeholders and C-suite decision-makers, creating comprehensive account strategies, collaborating with internal teams to meet customer needs, and acting as a trusted advisor who aligns Zscaler solutions with client goals.

To apply for the Account Executive, Majors position at Zscaler, candidates should have a minimum of 10 years of full-cycle sales experience in the software or security industry, a bachelor’s degree or equivalent experience, and a proven track record in engaging with customers at the C-level.

The Account Executive, Majors position at Zscaler is unique due to its focus on cultivating relationships at the highest levels within organizations. The role not only emphasizes strategic sales planning but also fosters collaboration across various teams, ensuring comprehensive solutions that cater to the dynamic needs of enterprise customers.

Zscaler is committed to creating a diverse and inclusive environment, particularly within roles like the Account Executive, Majors. The company values perspectives from all backgrounds and emphasizes collaboration and representation, helping to drive innovation and productivity.

Account Executives, Majors at Zscaler can expect a comprehensive benefits package that includes various health plans, time off for vacations, parental leave options, retirement plans, education reimbursement, and perks to ensure a balanced work-life experience.

When answering this question, provide specific examples of how you've fostered relationships with C-level executives, detailing your approach to understanding their business objectives and how you tailored your solutions to meet those needs. Highlight any successful outcomes or metrics that demonstrate your effectiveness.

Discuss your process for researching potential clients, utilizing social media, networking events, and industry insights. Note how you leverage this information to formulate pitches that resonate with the company's goals and challenges.

Outline your approach to objections by emphasizing active listening to understand the concerns of the client. Provide examples of how you have turned objections into opportunities through effective communication and by presenting clear, tailored solutions.

Share specific instances where you developed and implemented strategic sales plans. Describe how you set realistic goals, identified key performance indicators, and executed the plan to achieve significant sales growth.

Illustrate your commitment to professional development by mentioning resources, such as industry publications, networking with peers, attending webinars, or participating in professional groups related to cloud security and software sales.

Provide a compelling story about a specific quarter or year where you surpassed targets. Focus on the methods you employed, such as understanding customer needs deeply, leveraging collaborational tactics, or innovative approaches that differentiated you from competitors.

Discuss your method for evaluating and prioritizing sales leads based on factors such as potential revenue, strategic alignment with the company, urgency, and the qualification criteria that you set to ensure you're focusing on high-impact opportunities.

Describe how you leverage teamwork in your sales cycle, including collaboration with marketing, customer support, and product teams. Share examples illustrating how effective teamwork has led to successful sales outcomes.

Explain your approach to account planning, detailing steps such as conducting thorough research, establishing communication channels, setting clear objectives, and regularly reviewing and adjusting plans based on account progress and insights.

Share your systematic process for closing deals, highlighting essential steps such as building rapport, ensuring all client concerns are addressed, creating urgency, and effectively negotiating terms to arrive at a win-win outcome for both parties.