Account Executive, Majors -Mid- Atlantic

As an Account Executive, Majors at Zscaler, your primary responsibilities will include building relationships with key stakeholders, especially C-suite decision-makers, and developing long-term account strategies that align with customer goals. You'll also collaborate with various internal teams to meet customer needs and contribute to account planning, thus acting as a trusted advisor to your clients.

To qualify for the Account Executive, Majors position at Zscaler, you should have a minimum of 10 years of full-cycle sales experience, preferably within the software or security industry. Additionally, a Bachelor’s degree or equivalent experience is required. Having established relationships with potential clients and experience engaging at the C-Level will also set you apart.

An ideal candidate for the Account Executive, Majors role at Zscaler will excel in strategic sales planning and possess a track record of closing net new logos. You'll have a deep understanding of customer goals and how technology can facilitate them, making you an effective partner in driving their digital transformation.

Performance expectations for the Account Executive, Majors at Zscaler involve not only achieving sales targets but also fostering partnerships that allow for sustained long-term relationships with clients. Your ability to strategize and adapt to the evolving tech landscape will be crucial in meeting these goals.

The base salary range for the Account Executive, Majors position at Zscaler is between $131,250—$187,500 USD, excluding commission, bonus, and equity. Compensation can vary based on skills, experience, and education and is complemented by a comprehensive benefits package.

When answering this question, focus on illustrating your approach to building relationships and understanding client needs. Highlight your ability to create tailored strategies that align with customer objectives and showcase how you collaborate with teams to deliver solutions.

Explain your approach to objections by emphasizing active listening and understanding the client's concerns. Share specific techniques you use to transform objections into opportunities for discussion and resolution.

Discuss your strategies for gaining access to C-suite executives, such as utilizing referrals, demonstrating value through insights, and preparing personalized pitches. Showcase the importance of building trust and how you maintain those relationships over time.

Outline your experience in developing comprehensive account plans that detail your strategy for long-term engagement with clients. Highlight your ability to analyze customer goals and how you align Zscaler’s solutions to help achieve those goals.

Explain your criteria for prioritizing accounts, such as revenue potential, strategic importance, or existing relationships. Discuss how you manage your time and resources effectively to focus on high-impact opportunities.

Share the metrics you find meaningful for measuring success, which may include quota attainment, customer satisfaction scores, and the strength of client relationships. Discuss how you set goals and adjust your strategy based on these metrics.

Provide a specific example where you faced obstacles in closing a deal. Focus on the strategies you employed to navigate these challenges and drive the sale to completion, emphasizing lessons learned and the impact it had on your performance.

Discuss your methods for remaining informed about industry shifts and competitive dynamics. Mention resources you utilize, such as newsletters, webinars, and industry conferences, and how you leverage this knowledge in your sales approach at Zscaler.

Explain how you view partnerships as a means to enhance your sales strategy. Share examples of successful partnerships you’ve fostered and how they contributed to achieving sales targets or providing added value to clients.

When answering this, showcase your interest in Zscaler’s mission, culture, and the opportunity to drive digital transformation for enterprise customers. Include how your values align with theirs and how you see yourself contributing to their success.