Account Executive - Healthcare

About the role

The Account Executive hired for this position will act as the primary revenue driver for Zscaler within the healthcare vertical in Pennsylvania. This individual is responsible for identifying and penetrating new and existing client portfolios to maximize the lifetime value of the customer relationship. They will translate complex technical security concepts into clear business value propositions that resonate specifically with the operational realities of healthcare delivery. Success in this role requires a consultative approach where the sales professional functions as a trusted advisor rather than a transactional vendor. The hire will own the end-to-end sales cycle, from initial discovery through to contract execution and expansion, ensuring all activities align with both client strategic goals and Zscaler's business objectives. This role demands a high level of ownership over market intelligence, using insights into competitor activity and industry trends to shape the sales narrative. Furthermore, the Account Executive will collaborate closely with Customer Success and Implementation teams to ensure seamless onboarding and to identify further opportunities for growth within the account.

Key facts

What you'll do

Develop and maintain deep, strategic relationships with key stakeholders, including senior executives such as CIOs, CTOs, and Chief Medical Officers within client organizations.

Formulate and execute long-term, multi-year account plans that are meticulously aligned with the specific business objectives and growth initiatives of healthcare clients.

Collaborate internally with solutions engineers, product managers, and finance teams to architect comprehensive security strategies that solve complex client business challenges.

Serve as a trusted advisor by diagnosing critical cybersecurity vulnerabilities in healthcare environments and demonstrating how Zscaler's cloud-native solutions directly mitigate risk to ensure clinical and operational continuity.

Identify and champion new use cases for Zscaler's platform within existing client accounts, driving expansion into new departments, facilities, or service lines.

Analyze competitive landscapes and industry-specific regulations to position Zscaler's security stack as the essential enabler for digital transformation in healthcare.

Own the full sales lifecycle, including needs analysis, proposal development, negotiation, and final contract execution, ensuring accuracy and alignment with legal and compliance standards.

Leverage data analytics and pipeline management tools to forecast revenue accurately, track performance against quotas, and prioritize high-value activities.

Build and maintain a robust pipeline of qualified leads through proactive outbound prospecting and targeted inbound engagement within the healthcare sector.

Partner with marketing teams to provide critical feedback from the field, helping to refine messaging, content, and demand generation campaigns specific to healthcare buyer personas.

Establish a reputation for integrity and expertise, becoming the go-to Zscaler resource for clients seeking guidance on security strategy and best practices.

Utilize consultative selling techniques to uncover latent needs and present tailored solutions that address the unique compliance requirements such as HIPAA and HITECH.

Requirements

Possess a minimum of 6 years of full-cycle enterprise software sales experience, with a proven history of selling complex cybersecurity or SaaS solutions to large organizations.

Hold a Bachelor's degree from an accredited institution or demonstrate equivalent practical work experience that substantiates advanced knowledge in a relevant field.

Demonstrate a consistent track record of successfully engaging with enterprise-level decision-makers, including C-suite executives such as Chief Information Security Officers and Chief Technology Officers.

Reside in the state of Pennsylvania and be willing to travel throughout the greater Pennsylvania region to meet with clients and attend company functions as required.

Show evidence of meeting or exceeding demanding sales quotas in previous roles, particularly within highly regulated industries that require a nuanced understanding of compliance.

Exhibit strong written and verbal communication skills capable of articulating sophisticated technical concepts to non-technical stakeholders without relying on jargon.

Possess a valid driver's license and maintain a clean driving record, as occasional in-person meetings may necessitate local travel.

Demonstrate the ability to work independently with minimal supervision while managing multiple priorities and deadlines in a fast-paced environment.

Commit to adhering to Zscaler's strict ethical standards and compliance policies in all interactions with clients and internal partners.

Show adaptability in learning new technologies and methodologies quickly to keep pace with the evolving threat landscape in the healthcare industry.

Nice to have

Established connections with current and prospective healthcare clients, including relationships with hospital systems, insurance providers, or telehealth platforms, and a deep understanding of the business outcomes that technology enables for these entities.

Proven ability in strategic sales planning, including the development of multi-threaded selling strategies that involve engaging multiple stakeholders within a single organization to build a cohesive buying coalition.

A track record of securing new business accounts through innovative approaches and a demonstrated history of exceeding sales quotas consistently.

Experience in successful channel partner collaborations, including managing relationships with value-added resellers and systems integrators to co-sell solutions effectively.

Hands-on experience with security frameworks such as NIST, ISO, or HITRUST, and an understanding of how these frameworks apply to the healthcare data ecosystem.

Proficiency in using Customer Relationship Management (CRM) tools, particularly Salesforce, to maintain accurate and up-to-date account information and forecast data.

Experience selling to government or highly regulated sectors, which provides an additional edge in navigating the compliance-heavy environment of healthcare.

Practical notes

Zscaler offers a comprehensive benefits package, including various health plans, generous time off, parental leave, retirement options, and education reimbursement.

The company adheres to all applicable federal, state, and local pay transparency regulations.

Zscaler is committed to providing reasonable accommodations for candidates with disabilities or other needs during the application and interview process.

All hired candidates must be fully vaccinated against COVID-19 or qualify for an exemption as defined by the Centers for Disease Control and Prevention (CDC) and the Pennsylvania Department of Health, with valid documentation submitted prior to the start date.

This position requires a reliable high-speed internet connection and the use of a dedicated workspace capable of supporting video conferencing and secure access to company systems.

Candidates must be authorized to work in the United States and not require sponsorship for employment authorization at this time.

The standard work schedule for this role is Monday through Friday, 9:00 AM to 6:00 PM Eastern Time, with specific meeting times potentially requiring early morning or late evening coordination to align with international client schedules.

Travel is primarily virtual; however, attendance at one major healthcare industry conference per year may be required, with the company covering associated expenses.

Performance reviews are conducted semi-annually, with goal-setting sessions occurring quarterly to ensure alignment with corporate objectives.