Senior Sales Engineer - Federal

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. Zscaler is seeking a Senior Sales Engineer to join our Federal team, specifically focused on the Aerospace & Defense (A&D) and Federal System Integrator (FSI) vertical. This is a hands-on technical role where you are responsible for architecting technical solutions that directly address and resolve critical customer pain points within the world’s most mission-critical environments. We are looking for a critical thinker who can persuasively connect the dots between a customer’s desired business outcomes and the underlying technical levers that make them a reality. For the right candidate, this is a career opportunity to be at the forefront of the cybersecurity industry. What You’ll Do (The Role) - Oversee the technical sales process by translating complex enterprise requirements into transformative Zero Trust solution architectures. You are responsible for explaining the why to a CIO and the how to a network engineer with equal fluency and precision. - Lead Proof of Value (POV) engagements from start to finish. As the hands-on technical expert, you will prove the simplicity and efficacy of the Zscaler platform. You will produce high-quality POV assets and documentation that clearly articulate Zscaler’s differentiated value. - Cultivate technical champions by providing responsive, thoughtful technical counsel. You will earn trusted advisor status with your customers by anticipating their needs and providing insights that drive mission success. - Sharing ownership of account development strategies with your Account Executive—from pipeline generation to the final technical win. Who You Are (Success Profile) - 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 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 have dynamic range: You navigate seamlessly between high-level strategy and hands-on execution. - 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. - You understand that selling is a team sport. You are collegial, customer-obsessed, and highly responsive to both customers and internal colleagues. You genuinely enjoy helping others succeed. What We’re Looking For (Minimum Qualifications) - Bachelor’s degree in a technical field or equivalent professional experience. - 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 - 5–8+ years as a Sales Engineer or Systems Integrator, with a deep understanding of the Federal, FSI, and A&D ecosystems. - You possess a proven track record of moving large-scale customers from legacy architectures to modern, cloud-native Zero Trust security models. - Technical Foundation: Deep, hands-on knowledge of network security, Zero Trust architecture, and SSE/SASE. What Will Make You Stand Out (Preferred Qualifications) - Cloud Proficiency: Hands-on experience across multiple Cloud Service Providers (AWS,

Bachelor’s degree in a technical field or equivalent professional experience. 5–8+ years as a Sales Engineer or Systems Integrator, with a deep understanding of the Federal, FSI, and A&D ecosystems. Proven track record of moving large-scale customers from legacy architectures to modern, cloud-native Zero Trust security models. Technical Foundation: Deep, hands-on knowledge of network security, Zero Trust architecture, and SSE/SASE.

Oversee the technical sales process by translating complex enterprise requirements into transformative Zero Trust solution architectures. Explain the why to a CIO and the how to a network engineer with equal fluency and precision. Lead Proof of Value (POV) engagements from start to finish, producing POV assets and documentation that articulate Zscaler’s differentiated value. Cultivate technical champions by providing responsive technical counsel and earning trusted advisor status. Share ownership of account development strategies with the Account Executive—from pipeline generation to the final technical win.