• Lead high-impact sales engagements and complex Proof of Values (POV) from inception to completion. • Serve as the definitive technical objection resolution authority. • Lead high-stakes technical and business transformation discussions with C-level customer executives. • Act as a technical leader and mentor for Sales Engineers within Zscaler’s Healthcare Vertical. • Spearhead internal initiatives to boost depth of technical enablement and operational productivity.

• Lead consultative discovery sessions to advise enterprise customers on infrastructure modernization, cloud transformation, and operational automation — aligning DDI architectures across hybrid, multi-cloud, and distributed environments to real business outcomes • Guide customers in evolving legacy network services into API-driven, automated platforms, delivering practical recommendations on DNS, DHCP, IPAM, security integrations, and orchestration best practices • Own proof-of-value engagements end-to-end, designing integrated solutions that demonstrate automation outcomes, operational efficiency, risk reduction, and infrastructure resiliency using BlueCat and complementary technologies • Support customers with Infrastructure-as-Code strategies, automation frameworks, and API-driven integrations — and deliver technical workshops, architecture reviews, and executive presentations to both technical and business audiences • Partner with Customer Success and Professional Services to ensure seamless transitions from evaluation through deployment, adoption, and expansion • Collaborate cross-functionally with Product, Engineering, Marketing, and GTM teams to shape product direction, contribute to technical enablement content, and represent the field voice in strategic decisions • Manage engagement activity in Salesforce, operate effectively in a remote-first model, travel for strategic customer engagements when needed, and continuously deepen expertise in automation, AI-assisted operations, and modern enterprise architecture

• Manage assigned T2 Major Accounts to foster ongoing business relationships and support revenue growth. • Proactively identify and cultivate new opportunities within assigned accounts, expanding market reach and driving incremental revenue. • Establish long-term trusted relationships with key stakeholders, including technical staff and senior management. • Architect and deliver network and cloud solution designs leveraging a broad portfolio of technologies, using a consultative approach to align solutions with client business requirements and desired outcomes. • Lead the design and implementation of advanced solutions for customer engagement, network analytics, and operational automation, including AI-driven initiatives where applicable. • Integrate cloud SaaS offerings with customer BSS/OSS environments, ensuring seamless automation and operational efficiency. • Assist customers in configuration and testing of hardware and software platforms in lab, field trials, and production networks, guiding on technical best practices. • Deliver technical presentations and demonstrations to client technical staff and senior management, including C-level executives. • Support the preparation and response process for RFIs and RFPs. • Collaborate with cross-functional teams on continuous product, education, training, testing, and demonstration enhancements. • Partner closely with Sales to deliver technical sales-oriented presentations and support strategic account planning. • Contribute to the development and refinement of solution playbooks, interop guides, and best practices for T2 Major Accounts.

• Achieve mastery of all Dedrone technology • Use exceptional written and oral communication skills to lead business and technical presentations effectively • Have technical conversations with IT departments, including CIOs, as well as channel partner leadership and technical stakeholders • Set and manage expectations with customers and team members • Provide 1st-level technical support throughout the pre-sales cycle for opportunities • Remain organized and focused on removing sales obstacles through creativity and adaptation to rapidly changes circumstances • Develop relationships with key partners for growth within their customer base • Provide professional responses to customer RFPs / RFIs • Effectively position the technology against competitive offerings • Be responsible for representing the products, company values, and brand to customers and at field events such as industry and user conferences, tech summits, etc. • Take ownership of the POC/Pilot process: Coordinate logistics across all stakeholders, assess customer requirements/objectives, and tailor POC tests and findings, accordingly, assist prospects with initial configuration and orientation • Where possible, improve or develop technical documentation to ease understanding and customer or channel usage of our products and services • Capture requested features and provide feedback to Product Management, Sales, Development, Support, Engineering and Marketing teams • Develop Statements of Work (SOW) for Professional Services necessary for binding quote • Perform other duties and projects as assigned