AddressAs a Zscaler Senior Sales Engineer, you and your Regional Sales Manager will be responsible for helping clients transform their network and application access by presenting the Zscaler cloud security solution to prospective customers, creating and delivering demonstrations of the products, gathering customer technical requirements, creating evaluation test plans with customers, and then managing the evaluation process to a successful conclusion.
To accomplish this, the solution consultant must have a strong desire to set the vision translating business objectives into enticing and actionable recommendations. The solution consultant will act as a trusted advisor to our clients while aiding the customer's transformational journey.
What we expect you to do:
Within 30 Days
- You will be expected to get hands on knowledge and experience with the Zscaler cloud platform
- You will be expected to deliver a crisp Zscaler demo
- You will be expected to familiarise yourself with Zscaler's products and messaging and understand how we do things
- You will connect with your peers throughout your region and the rest of the Zscaler organisation to learn and share experience
Within 60 Days
- You will be expected to have mastered Zscaler's messaging and competently present our proposition to your team
- You will be educating customers on Zscaler's technologies and competitive differentiators
- You will be Proactively distributing new product information to our Partners and peer members within your assigned territory or region
- You will be assisting Sales in the identification, qualification, design and sizing of opportunities against Zscaler's prospect criteria
- You will be assisting Sales in building and executing Account Plans
- You will be configuring Zscaler features to meet customers' requirements during the sales process
Within 90 Days
- You will be Providing technical thought leadership and advice to enterprise customers on how to transform their digital experience leveraging Zscaler architecture
- You will take total ownership of the technical sale and processes
- You will be independently identifying and qualifying technical opportunities
- You will be Developing and maintaining trusted advisor relationships with key customer stakeholders
- You will be Independently delivering sales pitches, technical and whiteboards presentations,
- You will be Utilising both internal and external resources to ensure successful deployments, that enable the customer to be self-sufficient following the sale
- You will have Built effective relationships with Partners, the Customer's technology group and Zscaler staff (products, services, marketing and support)
- You will be Sharing best practices and developments in Zscaler methodologies both internally and at Partner and Customer events
Qualifications
BSCS or equivalent with extensive experience as an SE or systems integrator
Excellent knowledge and prior experience selling network security technologies including but not limited to: HTTP and web related technologies, proxies, caches, firewalls, SSL/IPsec, VPN's, DLP, anti-virus, spam and spyware solutions (Gateway and SaaS)
Demonstrable experience with systems installation, configuration and administration of routers/switches, UNIX/Linux and Windows-based systems (prior Active Directory/LDAP experience desirable)
Practical experience working with routing and switching products, including troubleshooting;
You will have worked with Channel partners and you will have a solid understanding of a channel centric go to market approach.
A familiarity with SaaS based technologies and their implication.
Strong problem-solving skills, ability to analyse complex multivariate problems and use a systematic approach to gain quick resolution, often under duress
'Whatever it takes' attitude and motivation to do whatever necessary to assist in closing a deal
You must demonstrate different influencing styles as appropriate to a situation, whilst demonstrating a history of successfully building and maintaining trusting relationships with associates and customers
You must demonstrate the effective transfer of thoughts and expresses ideas using speech and listening skills to influences others and gain support
You will be persistent, despite obstacles, opposition or setbacks and you will consistently convey a sense of urgency and drive issues to closure
Participate in the continuous improvement of Zscaler's products and strategies
Likes to be the first to know something and to understand why and how things happen
Develop and deliver innovative custom solutions, including solution concepts to key decision makers to address their business issues and needs showing business value.
Operate independently in the opportunity for more than 75% of the time
Think beyond traditional measures of value ($) and incorporate risk, time, quality and other KPIs in the value proposition
Support Marketing with evangelism activities
Able to work effectively throughout the assigned territory
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