Senior Services Sales Manager

As a Senior Services Sales Manager at Zscaler, you will be responsible for selling the value of professional services to enterprise customers, collaborating closely with internal teams like Account Executives and Sales Engineers to develop service solutions that align with customer needs. You'll also own your services bookings quota within your assigned territory, conduct technical scoping engagements to produce proposals and resource plans, and work with channel partners to ensure customer success.

To be considered for the Senior Services Sales Manager position at Zscaler, candidates must have at least 5 years of experience in selling Professional Services or Technology Solutions within the Security or Software industry. A strong track record of achieving service bookings targets, experience in creating service proposals and statements of work, and the ability to build positive relationships with key partners throughout the delivery process are also essential.

Zscaler places a strong emphasis on fostering a customer-centric culture that supports the growth of its Senior Services Sales Managers. This includes providing access to valuable data and research that aids in delivering high-impact customer experiences, collaborative opportunities with cross-functional teams, and resources to develop innovative service solutions, ensuring managers can drive customer adoption and success effectively.

Zscaler has been recognized as a Best Workplace in Technology, fostering an inclusive and supportive culture that encourages collaboration and innovation. As a Senior Services Sales Manager, you will be part of a team that celebrates diversity and is committed to creating an environment where everyone belongs. The fast-paced atmosphere combined with the company's mission to enhance security and cloud services creates an exciting workplace for professionals in this role.

Zscaler offers a comprehensive benefits program for its Senior Services Sales Managers, including various health plans, generous time-off policies, parental leave options, and retirement plans. Additionally, the company provides education reimbursement, in-office perks, and a commitment to diversity and inclusion, making it a supportive environment for employees at all stages of their careers.

When answering this question, be sure to highlight specific examples of how you've successfully sold Professional Services in your past roles, focusing on your approach to understanding client needs and how you aligned your offerings to meet those needs effectively.

Discuss your methodical approach to crafting Statements of Work and proposals, emphasizing your attention to detail, understanding of client-specific requirements, and ability to articulate the value of your services in achieving customer objectives.

Share specific strategies that have helped you successfully meet or exceed bookings targets. This could include proactive relationship-building with clients, utilizing data to inform your sales strategy, or innovative approaches to overcoming objections.

Highlight your experience in collaborating with cross-functional teams. Discuss how you communicate with different stakeholders (like Sales Engineers and Account Executives) to ensure that service solutions are integrated seamlessly into client proposals.

Provide a specific case where you effectively addressed a customer's concern, showcasing your problem-solving capabilities and your focus on customer satisfaction. Detail the steps you took and the positive outcome that followed.

Explain your approach to relationship-building with channel partners, emphasizing the importance of open communication, shared goals, and mutual benefit in developing joint plans and pursuing opportunities.

Discuss the key components you believe contribute to successful customer engagements, including understanding customer goals, clear communication, providing tailored solutions, and ongoing support throughout the implementation process.

Share your approach to staying informed about industry trends and security technologies, whether it's through industry publications, attending conferences, or participating in relevant online forums. Highlight how this knowledge benefits your sales approach.

Emphasize the importance of adjusting your communication style based on your audience. Discuss how you simplify technical jargon and use relatable concepts to ensure your messages resonate with non-technical stakeholders.

Share your personal motivations and career aspirations that drive you to succeed in the role of Senior Services Sales Manager, whether it's achieving tangible results, fostering customer success, or being part of a forward-thinking technology company.