Account Executive

About the role

Zscaler is seeking a results-oriented professional to join our APJ Field Sales team in Sydney. You will manage the full sales lifecycle, from identifying new opportunities to growing strategic enterprise accounts, while reporting directly to the Regional Director. In this capacity, you will act as the primary business owner for your portfolio, driving both strategic alignment and execution excellence. You will translate complex platform capabilities into clear business outcomes that resonate with senior leadership. The role requires a disciplined approach to opportunity management and a commitment to predictable pipeline generation. You will leverage deep market knowledge to position Zscaler as the indispensable foundation for digital transformation. Success in this position will be defined by your ability to build durable trust and become a trusted advisor at the highest levels.

Key facts

What you'll do

• Identify and resolve customer challenges by presenting the value of the Zero Trust Exchange platform through tailored narratives and data-driven insights.
• Create and implement comprehensive territory and account strategies that integrate executive engagement, partner collaboration, and targeted marketing initiatives to maximize reach.
• Coordinate with Solution Engineers and internal departments to architect solutions that address intricate customer requirements while maintaining service excellence.
• Build and maintain long-term, high-trust connections with executive stakeholders by demonstrating consistency, reliability, and deep industry understanding.
• Generate pipeline through a dual focus on new logo acquisition and strategic expansion within existing enterprise accounts to unlock additional value.
• Maintain accurate sales data and activity records within Salesforce to ensure transparency, enable forecasting, and support decision-making.
• Lead end-to-end sales engagements, guiding prospects from initial discovery through to contract finalization and successful implementation.
• Articulate the total cost of ownership and return on investment for Zscaler solutions to justify strategic procurement decisions.
• Partner with marketing teams to develop compelling case studies, reference programs, and battle-tested playbooks for key segments.
• Monitor competitive landscape dynamics and adjust positioning to ensure Zscaler remains the preferred security platform.
• Facilitate cross-functional workshops to align stakeholders, clarify requirements, and validate proposed architectures before commitment.
• Drive adoption and renewal discussions by identifying expansion opportunities and championing platform updates to current customers.

Requirements

• 8+ years of experience in sales and account management, with a demonstrated track record of sustained performance in complex environments.
• Background in the software or consulting industries, providing familiarity with enterprise procurement cycles and stakeholder management.
• Proven experience working with enterprise-level customers, including engagement in multi-threaded buying environments.
• Established professional network and high-trust relationships in the region, enabling access to key decision-makers and influencers.
• Demonstrated ability to act as a self-starter who introduces new technology to solve customer problems and drive measurable business impact.
• Consistent history of meeting or exceeding sales targets, reflecting strong discipline, forecasting accuracy, and pipeline management.
• Experience conducting executive-level sales conversations, including C-suite and board-level interactions, with confidence and credibility.
• Proficiency in value-based and solution-selling frameworks, with the ability to link product features to strategic business outcomes.
• Adherence to company security and privacy policies, ensuring all client data and interactions are handled with the utmost integrity.
• Willingness to comply with all applicable regulations and support Zscaler's commitment to equal opportunity and inclusive hiring practices.
• Availability to work under a hybrid model, balancing independent fieldwork with collaborative team sessions as required.

Nice to have

• Consistent history of meeting or exceeding sales targets through disciplined pipeline management and proactive opportunity planning.
• Experience conducting executive-level sales conversations with senior officials, demonstrating comfort in C-suite and boardroom settings.
• Proficiency in value-based and solution-selling frameworks, including the ability to quantify impact and justify large-scale investments.

Skills & tools

• Salesforce
• Enterprise territory planning
• Executive-level communication
• Solution selling

Practical notes

• Engagement type is Hybrid, requiring a mix of remote and office-based work in accordance with team agreements.
• All applicants must comply with company security and privacy policies, including data handling and confidentiality standards.
• Zscaler operates under a hybrid working model, with expectations for flexibility and collaboration across distributed teams.
• Equal opportunity employer committed to inclusive hiring practices and reasonable accommodations for candidates throughout the selection process.