• Create and deliver technical product presentations to prospective customers • Gather customer technical requirements to ensure proposed solutions will meet customer goals and needs • Lead product evaluations and custom product configurations • Design evaluation test plans with customers and guide the process to successful outcomes

• Partner with sales to qualify opportunities, define solution strategy, and align technical capabilities with customer business outcomes. • Lead discovery sessions, workshops, and security assessments that uncover operational and architectural requirements in complex enterprise environments. • Design and present secure architectures that incorporate networking, cloud, and SecOps components. • Deliver impactful presentations and demos to both technical stakeholders and executive decision-makers (CISOs, CIOs, CTOs, and business leaders). • Serve as the primary technical expert in sales cycles, guiding enterprise accounts through evaluation and decision processes. • Advise on cybersecurity strategies such as Zero Trust, SASE, cloud security, and SecOps modernization. • Build and maintain long-term trusted relationships with C-level executives and senior leadership, positioning yourself as a strategic advisor. • Translate technical concepts into business value discussions tailored for executive-level conversations. • Support smooth deployment transitions by working closely with professional services, support, and customer success teams. • Provide roadmap guidance, operational reviews, and strategic check-ins to reinforce customer value realization. • Continue as a trusted advisor to enterprise leadership, ensuring ongoing alignment of their evolving needs with solution capabilities.

• 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