Product Account Executive (Avalor)

The Product Account Executive at Zscaler is responsible for serving as the primary contact for customers, partners, and sales teams, greatly influencing the data protection sales strategy within the Avalor portfolio. This role involves gathering customer requirements, crafting compelling value propositions, collaborating with domain experts, and driving sales to ensure successful business closures while working towards common goals with the team.

To be considered for the Product Account Executive position at Zscaler, candidates should possess a minimum of 5 years of software sales experience in the mid to large enterprise sector. Experience with channel partners and familiarity with data loss prevention, vulnerability management, and Security Information and Event Management (SIEM) is essential. A background in Cloud Access Security Brokers (CASB) is also highly advantageous.

Success as a Product Account Executive at Zscaler stems from effectively leveraging strong relationships with customers and partners, understanding product offerings in-depth, and crafting tailored solutions that address customer needs. Engaging in thorough collaboration with the wider team and domain experts to swiftly close deals will further enhance success in this role.

Zscaler fosters an inclusive and vibrant workplace culture where diversity is celebrated and innovation is driven by collaboration. A Product Account Executive can thrive in this environment, benefiting from open communication, professional growth opportunities, and a commitment to building a secure future for businesses. With a shared focus on excellence, team members support one another in achieving collective goals.

Zscaler provides a comprehensive benefits program designed to meet the diverse needs of its employees, which includes various health plans, time-off plans, parental leave options, educational reimbursement, and retirement options. This supportive environment enables Product Account Executives to maintain a healthy work-life balance and focus on delivering results for customers.

In response, highlight specific projects where you've used data loss prevention strategies, discussing the challenges faced and the impact your solutions had on customer security. Tailor your answer to illustrate your problem-solving abilities and how they align with Zscaler's mission.

Discuss your approach to relationship-building, emphasizing proactive communication, trust-building exercises, and your willingness to understand client needs and preferences. Use examples to demonstrate successful partnerships you’ve fostered in your career.

Detail a few key strategies you find effective, such as conducting thorough research, customizing presentations, and engaging multiple stakeholders. Illustrate this with real examples where your tactics led to successful outcomes.

Here, explain your role in the collaboration, the types of efforts you put forth, and the outcomes of the partnership. Highlight communication and joint solution selling as key to the relationship's success.

Discuss current trends such as zero-trust architectures, increased regulatory scrutiny, or the rise of AI in threat detection. Relate your insights back to how Zscaler is positioned to leverage these trends.

Explain your method for assessing client needs and market conditions, emphasizing strategic prioritization, setting measurable goals, and ensuring alignment with company objectives. Share a relevant success story for added impact.

Share the CRM systems, analytics tools, and customer engagement platforms that you consider vital for managing sales operations effectively. Discuss how you’ve used them to drive sales growth and manage customer relationships.

Discuss your approach to actively listening to objections, empathizing with client concerns, and skillfully navigating the conversation towards a mutually beneficial solution. Share a specific instance where you turned around a challenging situation.

Provide an example where market conditions or client feedback forced a change in your sales strategy and outline how you successfully adapted and the positive results from the pivot.

Share your passion for technology and cloud security, and how helping clients succeed drives your motivation. Illustrate this with motivators from your previous experiences and how they align with Zscaler’s mission.