Senior Manager, Sales Engineering

About the role

Zscaler is looking for a leader to manage the Public Sector Sales Engineering team in Gurgaon. You will guide a group of professionals to deliver cloud security solutions while working closely with regional leadership and engineering. The role requires ownership of the end-to-end technical sales process for a complex portfolio of security products within the public sector vertical. You will act as a strategic partner to government and defense customers, translating their unique requirements into compelling, secure architectures. Success in this position depends on your ability to build trusted relationships and influence technical decision-making at the highest levels. You will leverage deep expertise in AI and cloud security to differentiate Zscaler against incumbent and emerging competitors. Ultimately, you will be responsible for driving deal velocity and ensuring the technical viability of every opportunity that moves through the pipeline.

Key facts

What you'll do

• Partner with Regional Directors, product teams, and engineering to close deals and create strategic solutions that address critical public sector security challenges.
• Recruit, mentor, and develop a high-performing team of sales engineers, focusing on skill growth, knowledge sharing, and consistent execution of best practices.
• Design and present business and technical solutions to customers alongside sales leadership, ensuring alignment with organizational objectives and customer mission needs.
• Provide timely and actionable feedback to product management and engineering teams to influence product development, enhancements, and roadmap prioritization.
• Assist Geo Account Executives throughout the entire sales lifecycle, from initial discovery to final closure, ensuring commercial and technical elements are synchronized.
• Lead the creation and delivery of product and solution demonstrations that clearly articulate value, functionality, and differentiation in high-stakes environments.
• Refine and standardize sales engineering processes, including discovery, technical qualification, and proof-of-value, to improve predictability and scalability.
• Develop and maintain deep expertise in AI/ML technologies, enabling you to effectively position AI-driven security solutions to skeptical and sophisticated stakeholders.
• Represent Zscaler at industry forums, contributing to the visibility of the brand and providing real-world insights that shape product and go-to-market strategies.
• Collaborate with customer success and professional services teams to ensure smooth onboarding, adoption, and long-term satisfaction of deployed solutions.

Requirements

• 15+ years of experience in presales, with a proven track record of managing complex, multi-threaded sales engagements in enterprise environments.
• 3-5 years of experience managing Sales Engineering teams, demonstrating your ability to lead, coach, and develop high-performing technical professionals.
• Foundational knowledge of AI/ML technologies and experience positioning AI-driven solutions to technical and executive audiences within regulated sectors.
• Ability to lead teams in delivering compelling product and solution demonstrations that address specific customer pain points and technical constraints.
• Expertise in refining core sales engineering processes such as discovery, technical qualification, and proof-of-value to ensure thorough risk assessment and alignment.
• Demonstrated experience working within public sector or highly regulated industries, understanding the unique compliance, security, and procurement dynamics.
• Strong written and verbal communication skills, capable of translating intricate technical concepts into clear, concise narratives for diverse stakeholders.
• Willingness to travel regionally to support key accounts, participate in customer meetings, and engage with industry events as required by business needs.

Nice to have

• Experience leading teams focused on enterprise-grade AI-powered analytics, automated threat hunting, and machine learning security architectures in mission-critical environments.
• Experience presenting complex solutions at seminars, conferences, and forums, with a track record of engaging technical and executive audiences.
• Status as a recognized thought leader through participation in regional industry organizations, speaking engagements, or published contributions that enhance Zscaler's visibility.

Skills & tools

• AI/ML technologies
• Enterprise-grade AI-powered analytics
• Automated threat hunting
• Machine learning security architectures
• Sales engineering process management (discovery, technical qualification, proof-of-value)
• Cloud security architectures and zero trust frameworks
• Public sector compliance frameworks and procurement methodologies
• Stakeholder communication and influence skills
• Demonstration and presentation tools for technical storytelling

Practical notes

• This role is classified as hybrid, requiring a combination of remote work and presence from the Gurgaon office as needed for team collaboration and customer visits.
• Benefits include health plans, vacation and sick time, parental leave, retirement options, and education reimbursement to support continuous professional growth.
• Zscaler provides reasonable accommodations for candidates who are differently abled, have long-term conditions, mental health conditions, or require pregnancy-related support, ensuring an inclusive hiring process.
• The selected candidate must be eligible to work in India without requiring additional visa sponsorship for the Gurgaon location.
• Travel requirements may include regional visits to customer sites, partner meetings, and industry events, with expenses managed in accordance with company policies.
• Applications will be reviewed on a rolling basis, and early submission is encouraged due to the high volume of interest in this role.
• This position reports to the Regional Leadership Team and is integral to the execution of Zscaler's public sector strategy in the India region.
• You will be expected to adhere to Zscaler's code of conduct, security policies, and data protection standards at all times, maintaining the trust of customers and partners.
• The successful candidate will participate in cross-functional initiatives designed to align sales, engineering, and product teams around shared objectives and customer outcomes.
• Regular participation in pipeline reviews, forecasting activities, and performance analytics will be required to ensure transparency and accountability.
• This role offers the opportunity to build a legacy within the public sector by driving innovation in security and helping government entities navigate an increasingly complex threat landscape.
• You will contribute to the development of internal playbooks, enabling future hires to replicate your success and maintain consistency in solution delivery.
• The position requires resilience, intellectual curiosity, and a proactive approach to problem-solving in fast-paced and ambiguous business environments.
• You will collaborate with finance and legal teams to ensure that contractual terms, pricing, and technical appendices accurately reflect customer agreements and internal standards.
• Continuous learning is encouraged, and you are expected to stay current with evolving technology trends, regulatory changes, and competitive dynamics that impact the public sector market.