Strategic Accounts & Pursuits Lead

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 Strategic Accounts & Pursuits Lead to join our team. This is a Hybrid, Bangalore / Mumbai role, reporting to the Head of Strategic Accounts, APJ in the Sales and Go-to-Market department. You will act as a catalyst for major transformation engagements, driving digital strategies and nurturing high-impact customer engagements to cement Zscaler’s position as the world leader in cloud security. What you’ll do (Role Expectations) - Acting as the catalyst for major transformation engagements: shaping strategy, orchestrating cross-functional alignment, and guiding multi-threaded pursuits - Driving business transformation by designing sales strategies tailored to customers' priorities and market opportunities - Leading and inspiring teams on strategic customer engagements to develop medium to long-term transformation roadmaps aligned to the customers’ core business priorities - Developing and implementing pursuit strategies, creating compelling proposals, and building repeatable frameworks to close high-impact deals - Collaboration across Zscaler teams, customers, and partners - aligning internal and external stakeholders to drive successful deal outcomes and foster long-term partnerships Who You Are (Success Profile) - You thrive in ambiguity. You're comfortable building the path as you walk it. You thrive in a dynamic environment, seeing ambiguity not as a hindrance, but as the raw material to build something meaningful. - 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. True ownership involves leveraging dynamic range: the ability to navigate seamlessly between high-level strategy and hands-on execution. - You are a problem-solver. You love running towards the challenges because you are laser-focused on finding the solution, knowing that solving the hard problems delivers the biggest impact. - You are a high-trust collaborator. You are ambitious for the team, not just yourself. You embrace our challenge culture by giving and receiving ongoing feedback—knowing that candor delivered with clarity and respect is the truest form of teamwork and the fastest way to earn trust. - You are a learner. You have a true growth mindset and are obsessed with your own development, actively seeking feedback to become a better partner and a stronger teammate. You love what you do and you do it with purpose. 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 - Over 10 years of enterprise sales leadership experience in software/SaaS/Cloud industries - Proven track record in leading large strategic and transformational sales - Strong strategic thinking and the ability to analyze market trends and opportunities - High-accountability leadership with a focus on orchestrating cross-functional alignment What Will Make You Stand Out (Preferred Qualifications) - Experience leveraging AI-powered sales intelligence tools or positioning AI-driven secure access service edge (SASE) frameworks to accelerate complex, large-scale enterprise pursuits - Expertise in sales process, territory planning, and collaboration coupled with a growth mindset and a passion for innovation - Established track record of building strong C-suite relationships and a clear understanding of the partner ecosystem's role in driving digital