• Lead high-impact sales engagements and complex Proof of Values (POV) from inception to completion. • Serve as the definitive technical objection resolution authority and challenge both the internal Sales Engineering teams and the customer’s teams on perceived “status quo” with creative, transformative architectures and innovative approaches to solving business challenges. • Lead high-stakes technical and business transformation discussions with C-level customer executives using well-articulated and methodical discussion framing. • Develop reference architectures, white papers, and blogs, and represent Zscaler as a featured speaker at industry and healthcare industry events. • Act as a technical leader and mentor for Sales Engineers within Zscaler’s Healthcare Vertical. • Coordinate with Product Management to curate specialized training, technical workshops, identify enablement improvements based on field observations and new Healthcare market technology trends. • Spearhead internal initiatives to boost depth of technical enablement and operational productivity. • Lead internal Technical Advisory Teams to influence the product roadmap based on industry demands and customer requirements.

• Technical discovery and product demos tailored to CISOs, security teams, HR leaders, and executive stakeholders • Security assessment questionnaires and RFP/RFI responses (with an AI-assisted workflow already in place) • Technical collateral: demo environments, battle cards, and solution briefs • The SE playbook itself — processes, tooling, and eventually the team

• You read a customer's stack for what it is, not what it should be. • You find where the field data has to land so it's trustworthy and usable, and you recommend the configuration that gets it there with the least work on the customer's side. • Sometimes that's a clean integration into an existing system of record. • Sometimes the system of record barely exists, and you're recommending solutions. • Frictionless is the standard. • If the design leans on the customer to do a pile of work, it's the wrong design. • This is the seat that decides whether Airwave is a point tool or the front door to a customer's modernized stack. • Asset data, work history, field readings that used to live on paper or in a bad batch upload now get captured at the source through the glasses. • You're the one who makes that land in a way the rest of their business can access. • You implement the integrations, load the documentation, build the reports, and validate the data integrity. • This is not an advisory role. The people who’ll thrive in this role design, open the laptop and implement. • You decide where Airwave connects in each customer's stack and how the data flows, and you own that recommendation as the technical expert in front of the customer. • At kickoff you take the customer's document repository and get it loaded into Airwave so the product is grounded in their equipment, their procedures, and their standards. • Everything downstream depends on this being right. • You build the reports each customer needs.

• Understanding of the Fortinet portfolio with the ability to demonstrate and articulate technical and business value. Position all of Fortinet's portfolio, especially around the assigned solution domain(s) on a strategic level. • Create sales opportunities by identifying solutions to customer problems and assisting in qualifying sales leads from a technical perspective. Discover opportunities to upsell and cross-sell Fortinet solutions. Initiate and influence project decisions. • Manage solution domain use cases, competitive intelligence, and differentiation. Maintain product integration and customization skills including relevant 3rd party integrations. • Lead all solution aspects of the technical sales engagement from general queries to demos, RfX, and PoC’s around solution features, specifications, and functionality to integration. Provide architecture and implementation design consultation and best practice guidance for strategic opportunities. • Strong foundational knowledge in security and networking technology and specifically in our “core technology”, FortiOS-based products. • Act as trusted advisor for selected accounts. Work closely with the regional escalation manager, technical support team and engineering to ensure customer's technical issues are answered and resolved. • Collaborate with peers, Consulting System Engineers (CSE’s), Systems Engineers (Subject Matter Experts), Business Consultants, Professional Services and/or Partners on complex opportunities. Capture and manage customer requirements through the Consulting System Engineering Team to Product Management. • Support PreSales, Sales & Channel enablement activities and events.