Specialist Account Executive

About the role

Zscaler is seeking a results-driven sales professional to lead the growth of our cellular security offerings within the United States. This on-site role involves engaging with new enterprise clients, developing strategies to promote Zscaler's solutions, and closing strategic deals that expand our market presence. You will be responsible for identifying opportunities, building demand, and supporting the adoption of Zero Trust security principles in emerging technology sectors. The ideal candidate will have a strong background in enterprise technology sales, a passion for cybersecurity, and the ability to work collaboratively across teams to achieve sales targets. This position offers an to be part of a rapidly growing company committed to innovative security solutions.

Key facts

What you'll do

• Lead efforts to acquire new customers and generate revenue for Zscaler's cellular security solutions across key markets within the United States.
• Develop and execute strategic plans in collaboration with existing account teams to demonstrate Zscaler's value proposition in secure connectivity and Zero Trust adoption.
• Inspire and empower internal sales teams to recognize cellular use cases, generate sales opportunities, and close deals effectively.
• Manage complex sales cycles, including qualification, discovery, articulating the value of solutions, negotiating terms, and finalizing agreements with enterprise clients.
• Work closely with Sales Engineering and solution architects to ensure customer needs are aligned with product demonstrations, workshops, and proof-of-value initiatives.
• Identify and target new business opportunities by prospecting and developing a sales pipeline.
• Build strong relationships with stakeholders at all levels within prospective client organizations, including technical decision-makers, procurement teams, legal departments, and executive sponsors.
• Provide feedback from customer interactions to product teams to influence future development and ensure solutions meet market needs.
• Stay informed about industry trends, emerging technologies, and competitive offerings to position Zscaler effectively in the cellular security space.
• Collaborate with marketing and alliances teams to develop targeted campaigns and joint initiatives that drive demand.
• Maintain accurate and timely records of sales activities, forecasts, and customer interactions within the company's CRM system.
• Represent Zscaler at industry events, conferences, and client meetings to promote our cellular security solutions and expand professional networks.

Requirements

• Demonstrated experience and curiosity in leveraging AI tools to enhance work processes, improve efficiency, and solve complex problems.
• Minimum of 3 years of enterprise technology sales experience, with a consistent record of exceeding sales targets.
• At least 3 years of experience selling cybersecurity, networking, telecom, mobility, IoT, OT, SASE, Zero Trust, or cloud infrastructure solutions.
• Proven ability to hunt for new business opportunities, generate sales pipelines, and close complex deals involving multiple stakeholders.
• Experience managing sales processes that include engaging with executive sponsors, technical decision-makers, procurement teams, legal departments, and partners.
• Strong communication, negotiation, and presentation skills to articulate complex solutions to diverse audiences.
• Ability to work collaboratively with cross-functional teams including field sales, sales engineering, alliances, marketing, and product development.
• Self-motivated, results-oriented, and capable of working independently in a fast-paced environment.
• Knowledge of the cellular security landscape and familiarity with emerging trends in connected devices and secure mobility solutions is a plus.
• Willingness to travel as needed to meet with clients and attend industry events.

Nice to have

• Prior experience selling to industries with extensive distributed or cellular-connected operations, such as retail, transportation, logistics, manufacturing, energy, utilities, or critical infrastructure.
• Familiarity with mobile networking, wireless WAN, private cellular networks, or cellular IoT architectures.
• A strong understanding of how Zero Trust principles apply to connected devices, operational technology, and remote assets.
• Experience working with enterprise clients in highly regulated industries or those with complex security requirements.
• Knowledge of regulatory standards and compliance requirements relevant to cellular security solutions.
• Ability to adapt messaging and solutions to meet industry-specific needs and challenges.

Skills & tools

• Enterprise technology sales
• Cybersecurity expertise
• Networking and telecom knowledge
• Mobility solutions
• IoT and OT familiarity
• SASE and Zero Trust principles
• Cloud-delivered infrastructure solutions
• New logo acquisition and prospecting skills
• Pipeline development and management
• Complex deal negotiation and closing
• Cross-functional team collaboration
• Use of AI tools to enhance sales processes and customer engagement

Practical notes

Base Pay Range: $113,400 - $162,000 USD (excluding commission, bonus, equity, and benefits)

Zscaler offers a comprehensive benefits program that includes various health plans, paid time off, parental leave, retirement options, and education reimbursement. The company is committed to fostering an inclusive environment and provides reasonable accommodations for candidates with disabilities. Candidates should be prepared to work on-site in the United States, as this is an on-site role. The position requires a proactive approach to building relationships, managing complex sales processes, and staying current with industry trends to effectively position Zscaler's cellular security solutions in a competitive marketplace.

About the company

Zscaler accelerates digital transformation to ensure our customers can be more agile, efficient, resilient, and secure. As an AI-forward enterprise , we are constantly pushing the envelope, leveraging the world's largest security data lake to power our cloud-native Zero Trust Exchange platform.