Account Executive

Account Executive: Federal Government

The Zscaler Sales and Go-to-Market team is a global group of professionals who are passionate about delighting our customers, nurturing trusted partnerships, and sharing their expertise to drive a secure, cloud-enabled digital future and further cement our position as the world leader in cloud security. Sales, Customer Success, Sales Enablement, Solution Architects, Business Development, Transformation, and Technology Partnerships all work together to demonstrate the power and agility of Zscaler cloud transformation to the world.

We're looking for an experienced Account Executive to join our Federal Government Sales team. Reporting to the Managing Director, Public Sector, you will be responsible for:

• Understanding and resolving customer pain points using Zscaler's unique value proposition
• Developing and executing detailed Government territory and account plans involving executive coverage, partner alignment, and marketing support
• Partnering with Solution Engineers and engaging cross-functional teams within the organisation to support customers
• Fostering long-term, high-trust relationships with executives and key customer stakeholders
• Building pipeline, presenting value propositions effectively, maintaining Salesforce records, and leveraging industry events to drive success

Who You Are (Success Profile)

• You act like an owner. Your passion for the mission fuels your bias for action, and you operate with integrity because you genuinely care about the outcome.
• You are a high-trust collaborator. You are ambitious for the team, not just yourself, knowing that candor delivered with clarity and respect is the truest form of teamwork.
• You are customer-obsessed. You build deep empathy for the customer and anchor your decisions in solving their real-world problems from start to finish.
• You are a positive force. You approach hard problems with constructive energy and a 'can-do' spirit that inspires your team to stay focused on the solution.
• You operate with urgency. You understand that in a high-growth environment, speed and quality are not mutually exclusive, maintaining a relentless focus on execution.

What We’re Looking for (Minimum Qualifications)

• Foundational understanding of AI/ML technologies and experience leveraging, securing, or positioning AI-driven solutions to optimize outcomes within your functional domain
• 8+ years of experience in Account Management working with Federal Government customers
• Strong understanding of how to work within, and achieve success in, large Federal Government accounts
• Established, high trust customer relationships
• Experience working in leading software companies or consulting organisations preferred
• You are a self starter who is able to bring disruptive technologies to the benefit of customers

What Will Make You Stand Out (Preferred Qualifications)

• Experience leveraging AI-powered sales intelligence platforms or positioning AI-driven security architectures to accelerate complex enterprise sales cycles
• You have a demonstrable track record of achievement in prior roles
• You have demonstrable experience selling to multiple levels with an organisation, including executive selling
• You have experience in solution selling, value based selling

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