Services Sales Manager - Public Sector

As a Services Sales Manager at Zscaler, your main responsibilities include selling Professional Services to enterprise customers, collaborating with Sales teams to integrate services into proposals, owning your services bookings quota, and executing technical scoping engagements to generate proposals and resource plans.

To be a successful Services Sales Manager at Zscaler, you should have at least 3 years of experience in selling Professional Services or technology solutions, particularly in the security sector. Familiarity with the public sector, ability to create service proposals, and maintaining relationships with partners are also essential qualifications.

Zscaler is committed to employee support, offering comprehensive benefits which include health plans, time off, parental leave, educational reimbursement, and retirement options. They ensure that every team member can thrive in their role while maintaining a work-life balance.

Zscaler is recognized as a Best Workplace in Technology, fostering an inclusive and collaborative culture among its talented team members. The fast-paced environment encourages innovation and provides ample opportunities for professional growth, making it a great place for a Services Sales Manager.

The hiring process at Zscaler typically involves a series of interviews with team members from the Sales and HR departments. Applicants are evaluated based on their experience, skills, and fit within Zscaler’s inclusive culture, ensuring a thorough and respectful selection process.

When discussing your experience, highlight specific roles where you successfully sold professional services or technology solutions. Share quantifiable achievements, such as sales targets met or exceeded, and discuss any particular strategies you employed in those situations.

Emphasize the importance of understanding customer needs and providing personalized service. Describe your methods for maintaining communication, building trust, and how you’ve successfully formed lasting partnerships in your past roles.

Outline your methods for forecasting sales, identifying key prospects, and utilizing data for decision-making. Share examples of how previous strategies have led to achieving quotas and any adjustments you made along the way when faced with challenges.

Discuss your experience working closely with Account Executives and Sales Engineers. Mention specific instances where collaboration was crucial in crafting proposals and ensuring that customer requirements were understood and met effectively.

Share your processes for developing service proposals, including how you analyze customer needs, structure proposals, and align them with technical capabilities. Highlight any positive feedback or successful outcomes from clients based on your proposals.

Detail your approach to overcoming objections by actively listening to the client's concerns, acknowledging them, and providing tailored solutions. Include examples of past objections you've successfully navigated that led to closing a deal.

Explain how you collaborate with channel partners to expand your reach, build joint proposals, and enhance customer experiences. Provide examples of how these partnerships have contributed to successful sales outcomes in the past.

Prepare a story that outlines the context, your strategies, and the final outcome. Focus on the challenges faced and how your actions specifically led to a successful closure of the deal, emphasizing teamwork and customer satisfaction.

Mention your habits of following industry publications, attending conferences, or participating in professional networks. Highlight specific instances where this knowledge has informed your sales approach or helped you pivot strategy effectively.

Share what aspects of sales resonate with you, such as helping clients find solutions to their challenges, achieving targets, or the thrill of closing deals. Connect this motivation back to how it drives your performance and results.