Role Description - Deliver compelling sales presentations and product demonstrations to technical and executive audiences - Configure and demonstrate product feasibility and value - Lead technical discovery sessions and proof-of-concept implementations - Provide expert consultation on product capabilities and application potential - Partner with sales representatives to develop sales campaigns - Support RFP responses with technical content and specifications - Participate in customer meetings, trade shows, and industry events - Provide product capability validation and competitive analysis - Assess potential applications of company products to meet specific customer needs - Prepare detailed product specifications and technical proposals - Create comprehensive design and implementation specifications for complex solutions - Develop technical documentation and implementation roadmaps - Provide comprehensive technical support throughout the sales cycle for APD products, applications, and solutions - Collaborate closely with cross-functional (sales, service, product management, development) teams to identify and qualify technical opportunities - Conduct detailed business process and technical assessments of customer requirements and pain points Qualifications - 5-10 years’ experience in the collision repair market - Strong familiarity with Mitchell APD products - Experience with complex sales cycles and enterprise-level customers - Strong written and verbal communication abilities - Strong interpersonal skills for developing long-term customer relationships - Ability to manage multiple projects and technical evaluations simultaneously - Expertise in translating complex technical concepts into clear business value - Ability to deliver compelling technical demonstrations across all audiences - Ability to work effectively with sales, marketing, product and other cross-functional teams - Skilled in representing customer needs to internal product and development teams - Proficiency in creating clear, comprehensive technical documentation - Up to 10% travel for customer meetings, demonstrations, and industry events Benefits - Medical, Dental, Vision - Health Savings Accounts / Flexible Spending Accounts - Life and AD&D Insurance - 401(k) - Tuition Reimbursement - An array of resources that encourage a lifetime of healthier living The expected base pay for this position ranges from $96,000 - $125,000 annually, based on skills, experience, and education.

• Serve as the technical authority and primary technical decision partner in enterprise sales cycles, from discovery through close, including full ownership of Proof of Value (POV) success criteria and outcomes • Lead architecture-level conversations with security, email, and identity teams • Run technical discovery that uncovers risk, not just requirements • Conduct technical and competitive landscape research to effectively address customer questions and objections • Confidently answer architecture-level and modern threat questions without deferring to Product or Engineering • Articulate why legacy secure email gateways fail against social engineering and identity-based attacks • Educate sales executives and partners on Abnormal Security’s products, platform, and security posture • Obsessively drive customer satisfaction and successful Enterprise outcomes

About Zscaler Zscaler accelerates digital transformation to ensure our customers can be more agile, efficient, resilient, and secure. As an AI-forward enterprise, we are constantly pushing the envelope, leveraging the world’s largest security data lake to power our cloud-native Zero Trust Exchange platform. This innovation protects our customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location. Here, impact in your role matters more than title and trust is built on results. We say, impact over activity. We seek innovators who actively use AI to amplify their impact and who thrive in an environment where we leverage intelligent systems to stay ahead of evolving threats. We believe in transparency and value constructive, honest debate—we’re focused on getting to the best ideas, faster. We build high-performing teams that can make an impact quickly and with high quality. To do this, we are building a culture of execution centered on customer obsession, collaboration, ownership, and accountability. We value high-impact, high-accountability with a sense of urgency where you’re enabled to do your best work and embrace your potential. If you’re driven by purpose, thrive on solving complex challenges, and want to be part of the team that’s helping to secure the AI age, we invite you to bring your talents to Zscaler and help shape the future of cybersecurity. Role We are looking for a Senior Sales Engineer to join our Majors account team. This is a Tennessee or Kentucky based role, reporting to the Sales Engineering Manager in the Americas Field Sales department. You will be responsible for architecting technical solutions that directly address and resolve critical customer pain points. What you’ll do (Role Expectations) - Overseeing the technical sales process - Running Proof of Value from start to finish, as the technical and industry expert - Collaborating and supporting internal Zscaler teams Who You Are (Success Profile) - 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 are a problem-solver. You seek out challenges because you are energized by finding solutions, knowing that solving the hard problems delivers the biggest impact. - You are customer-obsessed. You build deep empathy for the customer—both internal and external—and anchor your decisions in solving their real-world problems. You champion their needs from start to finish, knowing their success is our success. - 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 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. What We’re Looking for (Minimum Qualifications) - Foundational understanding of AI/ML technologies and experience leveraging, securing, or positioning AI-driven solutions to optimize outcomes within your functional domain - Bachelor's Degree or equivalent experience - 5 to 8+ years of experience as a Sales Engineer or Systems integrator - Knowledge of network security technologies What Will Make You Stand Out (Preferred Qualifications) - 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 - Industry certifications including CCNP, JNCIP, PCNSA , CISSP, or CCSP - Experience working with large enterprise and major accounts #LI-remote #LI-CW1 Zscaler’s salary ranges are benchmarked and are determined by role and level. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations and could be higher or lower based on a multitude of factors, including job-related skills, experience, and relevant education or training. The base salary range listed for this full-time position excludes commission/ bonus/ equity (if applicable) + benefits. Base Pay Range $154,875—$221,250 USD 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. Zscaler is committed to providing equal employment opportunities to all individuals. We strive to create a workplace where employees are treated with respect and have the chance to succeed. All qualified applicants will be considered for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status, or any other characteristic protected by federal, state, or local laws. See more information by clicking on the Know Your Rights: Workplace Discrimination is Illegal link. Pay Transparency Zscaler complies with all applicable federal, state, and local pay transparency rules. Zscaler is committed to providing reasonable support (called accommodations or adjustments) in our recruiting processes for candidates who are differently abled, have long term conditions, mental health conditions or sincerely held religious beliefs, or who are neurodivergent or require pregnancy-related support.

• Serve as a trusted technical advisor to data teams & C-level executives • Own the technical sales cycle and work with Hex end users throughout the Sales cycle: discovery, product demos, proofs of concept & initial deployment • Partner closely with Account Executives to develop opportunity-level strategy, execute evaluations, and share feedback to improve your partnership • Inform the product roadmap by synthesizing product feedback from prospects to share with internal Engineering & Product teams • Project manage the architecture, security, and technical reviews that prospects require • Develop content to support users who are a part of evaluations ie. demo projects, documentation, videos, etc. • As needed, travel to customer on-sites and marketing events to deliver demos and build strong customer relationships