Senior Sales Engineer - Federal
Zscaler · Remote · United States · 1mo ago
Zscaler (NASDAQ: ZS) accelerates digital transformation so customers can be more agile, efficient, resilient, and secure. The Zscaler Zero Trust Exchange™️ platform protects thousands of customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location. Distributed across 160+ public exchanges globally and thousands of private exchanges at the edge, the SASE-based Zero Trust Exchange is the world’s largest in-line cloud security platform.
We believe the future of work is Human + AI and are building an AI-native enterprise where human potential is amplified by machine intelligence to solve the world’s hardest security challenges. Driven by deep customer obsession, we are committed to the mission, outcome, and to each other. We bring these commitments to life through three core behaviors: ownership and collaboration, trust through outcomes and impact, and a challenge culture with ongoing feedback. Ready to make an impact at the company pioneering security transformation in the AI era? Join us at Zscaler.
We are looking for a critical thinker who can persuasively connect the dots between a customer’s desired business outcomes and the underlying technical levers that make them a reality. For the right candidate, this is a career opportunity to be at the forefront of the cybersecurity industry.
What You’ll Do (The Role)
- Oversee the technical sales process by translating complex enterprise requirements into transformative Zero Trust solution architectures. You are responsible for explaining the why to a CIO and the how to a network engineer with equal fluency and precision.
- Lead Proof of Value (POV) engagements from start to finish. As the hands-on technical expert, you will prove the simplicity and efficacy of the Zscaler platform. You will produce high-quality POV assets and documentation that clearly articulate Zscaler’s differentiated value.
- Cultivate technical champions by providing responsive, thoughtful technical counsel. You will earn trusted advisor status with your customers by anticipating their needs and providing insights that drive mission success.
- Sharing ownership of account development strategies with your Account Executive—from pipeline generation to the final technical win.
Who You Are (Success Profile)
- You champion simplicity. You are skilled at distilling complex problems, user needs, and technical concepts into clear, simple, and actionable plans. You are a precise communicator who brings clarity and focus to every interaction.
- You act like an owner. Your passion for the mission fuels your bias for action. You operate with integrity because you genuinely care about the outcome. You adapt to what’s needed, navigating seamlessly between high-level strategy and hands-on execution.
- You have dynamic range: You navigate seamlessly between high-level strategy and hands-on execution.
- You are resilient and adaptable. You view change as an opportunity and setbacks as temporary. You maintain composure and focus in high-pressure situations, guiding yourself and your team through complexity with a steady, positive hand.
- You understand that selling is a team sport. You are collegial, customer-obsessed, and highly responsive to both customers and internal colleagues. You genuinely enjoy helping others succeed.
What We’re Looking For (Minimum Qualifications)
- Bachelor’s degree in a technical field or equivalent professional experience.
- Demonstrated ability to act as a Consultative AI Advisor, guiding customers through AI change management, including mapping manual business workflows to agentic AI systems and managing expectations around non-deterministic outputs
- 5–8+ years as a Sales Engineer or Systems Integrator, with a deep understanding of the Federal, FSI, and A&D ecosystems.
- You possess a proven track record of moving large-scale customers from legacy architectures to modern, cloud-native Zero Trust security models.
- Technical Foundation: Deep, hands-on knowledge of network security, Zero Trust architecture, and SSE/SASE.
What Will Make You Stand Out (Preferred Qualifications)
- Cloud Proficiency: Hands-on experience across multiple Cloud Service Providers (AWS, Azure, and GCP).
- Demonstrated curiosity and active exploration of AI tools, with a proven history of integrating new technologies to enhance daily workflows and augment problem-solving.
- Compliance & Industry Credibility: Familiarity with Federal compliance frameworks (e.g., CMMC).
- Certifications: Industry certifications including CISSP, CCSP, CCNP, PCNSA, or JNCIP.
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The base salary range listed for this full-time position excludes commission/ bonus/ equity (if applicable) + benefits.
At Zscaler, we are committed to building a team that reflects the communities we serve and the customers we work with. We foster an inclusive environment that values all backgrounds and perspectives, emphasizing collaboration and belonging. Join us in our mission to make doing business seamless and secure.
Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including:
- Various health plans
- Time off plans for vacation and sick time
- Parental leave options
- Retirement options
- Education reimbursement
- In-office perks, and more!
Learn more about Zscaler's hybrid working model and benefits here.
By applying for this role, you adhere to applicable laws, regulations, and Zscaler policies, including those related to security and privacy standards and guidelines.
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