Specialist - Account Service

Zscaler

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 Product Sales Account Executive to join our team. This is a Hybrid role requiring office presence in Sydney or Melbourne 3 days a week, reporting to the Regional Director - GTM, Zero Trust Networking (ZTN) in the Sales and Go-to-Market team. You will support our sales teams across Australia and New Zealand, acting as the primary specialist to drive revenue growth within the Zero Trust Branch product suite, including SDWAN and advanced network solutions. You will lead the charge in demonstrating the power of cloud transformation to cement our position as a global leader in cloud security. What you’ll do (Role Expectations) * Become the 'go to' person for customers, partners, and internal sales teams to drive adoption and growth within the Zero Trust Networking suite of products (Cloud/Branch Connector, AirGap, IoT) * Work with our domain expert solution engineer to gather requirements from customers, create compelling value propositions, and close business working alongside the primary account team * Build and implement an account-based strategy to land and expand the ZTNA portfolio * Work locally and remotely with the primary sales and sales leadership teams in a synergistic, complimentary manner as one Zscaler * Support relationship expansion with top existing partners for ZTNA Who You Are (Success Profile) * You thrive in ambiguity, comfortably building the path as you walk it and viewing a dynamic environment as the raw material to create something meaningful. * You act like an owner, bringing a strong passion for the mission, a clear bias for action, and the ability to navigate seamlessly between high-level strategy and hands-on execution. * You are a problem-solver who actively seeks out challenges and is energized by finding solutions that deliver the highest possible impact. * You are a high-trust collaborator, ambitious for the team's collective success, and deeply committed to giving and receiving respectful, clear feedback. * You are a dedicated learner with a true growth mindset, constantly seeking development opportunities and feedback to become a stronger teammate. What We’re Looking for (Minimum Qualifications) * Demonstrated curiosity and active exploration of AI tools, with a proven history of integrating new technologies to enhance daily workflows and augment problem-solving * 5+ years of full-cycle sales experience within the software or security industry * Bachelor's degree or equivalent practical experience * Progressive experience engaging with and selling to accounts at the C-level * Demonstrated expertise and practical experience with value-based selling methodologies * Ability to travel extensively as needed What Will Make You Stand Out (Preferred Qualifications) * Experience selling AI-powered network optimization tools or articulating the strategic business value of AI/ML integration within secure access service edge (SASE) and enterprise cloud architectures * Established relationships with current and prospective customers within the enterprise security landscape * Direct experience selling SDWAN and advanced networking solutions #LI-NL1 #LI-Hybrid 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.

Databricks

SLSQ327R370 Databricks is seeking a Lakebase Sales Specialist Account Executive in Sydney to help customers modernise their operational data foundation with Databricks Lakebase, our fully-managed Postgres offering for intelligent applications. This high-impact role sits within the Lakebase Go-To-Market team and partners closely with regional Account Executives to drive adoption of Lakebase with platform, application, and data teams. Lakebase gives customers a unified, governed foundation for operational workloads and AI-native applications, helping them move away from a fragmented estate of point databases toward a modern, scalable, serverless Postgres service. If you want to be at the forefront of operational databases for AI and intelligent applications at one of the fastest-growing data and AI companies in the world, this is your opportunity. THE IMPACT YOU WILL HAVE  * Drive new Lakebase revenue by identifying, qualifying, and closing Lakebase opportunities within a defined territory, in partnership with regional Account Executives and the broader account team. * Lead with outcomes for key Lakebase personas — including platform teams and developers, data teams, and central IT — articulating how Lakebase helps them ship features faster, simplify operational data architectures, and improve governance and cost efficiency. * Sell the value of fully-managed Postgres for intelligent applications, positioning Lakebase as the optimal choice for operational workloads that power real-time, AI-driven experiences. * Run complex, multi-threaded sales cycles from discovery and value hypothesis through commercial negotiation and close, navigating executive, technical, and line-of-business stakeholders. * Orchestrate proof-of-value and POCs that validate Lakebase’s benefits for OLTP-style workloads, reverse ETL, and AI/ML-driven applications, in partnership with solution architects and specialists. * Compete and win against legacy and cloud-native operational databases by leveraging our compete assets, benchmarks, and customer references. * Align to measurable business outcomes such as performance, developer productivity, time-to-market for new features, cost reduction, and simplification of the operational data landscape. * Partner cross-functionally with Product Management, Marketing, Customer Success, and Partner teams to shape territory plans, launch plays, and co-selling motions with key ISVs and GSIs. * Enable the field by sharing Lakebase best practices, success stories, and sales motions with broader sales teams, helping scale Lakebase proficiency across the organization. WHAT SUCCESS LOOKS LIKE IN THIS ROLE This role requires the ability to operate across two key motions simultaneously: * Establish top strategic focus accounts by engaging application development teams to create net-new intelligent applications leveraging Lakebase. * Drive longer-term Postgres standardization and migration within Databricks' most strategic accounts. Candidates should demonstrate how they can act as a force multiplier across multiple dimensions of the business. Success in this role requires strength in four areas: 1. Business ownership – Operate at a business-unit level by tracking revenue, pipeline, and key observations, and by identifying areas needing additional focus or support. 2. Strategic account engagement – Partner with account teams to engage priority accounts across the global DB700, driving strategic opportunities from initial engagement through successful outcomes. 3. Field enablement – Build and execute enablement plans that empower AEs and SAs to confidently carry the Lakebase conversation even when the specialist is not present. 4. Market voice and thought leadership – Develop an internal and external presence by contributing to global AMAs and internal forums, and by representing Databricks at key first- and third-party events. The interview process is designed to evaluate candidates across all four of these dimensions. WHAT WE LOOK FOR  * 7+ years of enterprise SaaS sales experience, consistently exceeding quota in complex, multi-stakeholder deals. * Proven success selling data platforms, operational databases (e.g., Postgres, MySQL, cloud-native DBaaS), or adjacent data/AI infrastructure to technical buyers and business leaders. * Strong understanding of modern data and application architectures, including cloud-native services, microservices, event-driven systems, and how operational data underpins AI and analytics strategies. * Ability to sell to both technical stakeholders (developers, architects, data engineers) and business stakeholders (product leaders, operations, line-of-business owners). * Demonstrated experience leading specialist or overlay motions, working jointly with core Account Executives to create and progress opportunities. * Executive presence with the ability to whiteboard architectures, lead C-level conversations, and build trust with senior decision makers. * Strong value selling skills: adept at discovering pain, building a business case, and tying technical capabilities to clear, quantified outcomes. * Excellent communication, storytelling, and negotiation skills, with comfort presenting to both large and small audiences. * Bachelor’s degree or equivalent practical experience. PREFERRED QUALIFICATIONS * Experience selling Postgres, operational databases, OLTP workloads, or transactional cloud database services, ideally within large or strategic accounts. * Familiarity with data platforms, lakehouse architectures, and cloud ecosystems (AWS, Azure, GCP), including how operational databases fit within broader data and AI strategies. * Understanding of reverse ETL, real-time decisioning, and operational analytics use cases, and how they drive value for customer-facing and internal applications. * Exposure to AI-native and agent-driven applications that depend on low-latency, highly scalable operational data services. * Prior experience in a high-growth, category-creating environment, helping shape new plays, messaging, and customer narratives. * Experience collaborating with partners and ISVs to drive joint pipeline and co-sell motions. About Databricks Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook. Benefits At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here. Our Commitment to Diversity and Inclusion At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics. Compliance If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.

Databricks

SLSQ327R369 Databricks is seeking a Lakebase Sales Specialist Account Executive in Melbourne to help customers modernise their operational data foundation with Databricks Lakebase, our fully-managed Postgres offering for intelligent applications. This high-impact role sits within the Lakebase Go-To-Market team and partners closely with regional Account Executives to drive adoption of Lakebase with platform, application, and data teams. Lakebase gives customers a unified, governed foundation for operational workloads and AI-native applications, helping them move away from a fragmented estate of point databases toward a modern, scalable, serverless Postgres service. If you want to be at the forefront of operational databases for AI and intelligent applications at one of the fastest-growing data and AI companies in the world, this is your opportunity. THE IMPACT YOU WILL HAVE  * Drive new Lakebase revenue by identifying, qualifying, and closing Lakebase opportunities within a defined territory, in partnership with regional Account Executives and the broader account team. * Lead with outcomes for key Lakebase personas — including platform teams and developers, data teams, and central IT — articulating how Lakebase helps them ship features faster, simplify operational data architectures, and improve governance and cost efficiency. * Sell the value of fully-managed Postgres for intelligent applications, positioning Lakebase as the optimal choice for operational workloads that power real-time, AI-driven experiences. * Run complex, multi-threaded sales cycles from discovery and value hypothesis through commercial negotiation and close, navigating executive, technical, and line-of-business stakeholders. * Orchestrate proof-of-value and POCs that validate Lakebase’s benefits for OLTP-style workloads, reverse ETL, and AI/ML-driven applications, in partnership with solution architects and specialists. * Compete and win against legacy and cloud-native operational databases by leveraging our compete assets, benchmarks, and customer references. * Align to measurable business outcomes such as performance, developer productivity, time-to-market for new features, cost reduction, and simplification of the operational data landscape. * Partner cross-functionally with Product Management, Marketing, Customer Success, and Partner teams to shape territory plans, launch plays, and co-selling motions with key ISVs and GSIs. * Enable the field by sharing Lakebase best practices, success stories, and sales motions with broader sales teams, helping scale Lakebase proficiency across the organization. WHAT SUCCESS LOOKS LIKE IN THIS ROLE This role requires the ability to operate across two key motions simultaneously: * Establish top strategic focus accounts by engaging application development teams to create net-new intelligent applications leveraging Lakebase. * Drive longer-term Postgres standardization and migration within Databricks' most strategic accounts. Candidates should demonstrate how they can act as a force multiplier across multiple dimensions of the business. Success in this role requires strength in four areas: 1. Business ownership – Operate at a business-unit level by tracking revenue, pipeline, and key observations, and by identifying areas needing additional focus or support. 2. Strategic account engagement – Partner with account teams to engage priority accounts across the global DB700, driving strategic opportunities from initial engagement through successful outcomes. 3. Field enablement – Build and execute enablement plans that empower AEs and SAs to confidently carry the Lakebase conversation even when the specialist is not present. 4. Market voice and thought leadership – Develop an internal and external presence by contributing to global AMAs and internal forums, and by representing Databricks at key first- and third-party events. The interview process is designed to evaluate candidates across all four of these dimensions. WHAT WE LOOK FOR  * 7+ years of enterprise SaaS sales experience, consistently exceeding quota in complex, multi-stakeholder deals. * Proven success selling data platforms, operational databases (e.g., Postgres, MySQL, cloud-native DBaaS), or adjacent data/AI infrastructure to technical buyers and business leaders. * Strong understanding of modern data and application architectures, including cloud-native services, microservices, event-driven systems, and how operational data underpins AI and analytics strategies. * Ability to sell to both technical stakeholders (developers, architects, data engineers) and business stakeholders (product leaders, operations, line-of-business owners). * Demonstrated experience leading specialist or overlay motions, working jointly with core Account Executives to create and progress opportunities. * Executive presence with the ability to whiteboard architectures, lead C-level conversations, and build trust with senior decision makers. * Strong value selling skills: adept at discovering pain, building a business case, and tying technical capabilities to clear, quantified outcomes. * Excellent communication, storytelling, and negotiation skills, with comfort presenting to both large and small audiences. * Bachelor’s degree or equivalent practical experience. PREFERRED QUALIFICATIONS * Experience selling Postgres, operational databases, OLTP workloads, or transactional cloud database services, ideally within large or strategic accounts. * Familiarity with data platforms, lakehouse architectures, and cloud ecosystems (AWS, Azure, GCP), including how operational databases fit within broader data and AI strategies. * Understanding of reverse ETL, real-time decisioning, and operational analytics use cases, and how they drive value for customer-facing and internal applications. * Exposure to AI-native and agent-driven applications that depend on low-latency, highly scalable operational data services. * Prior experience in a high-growth, category-creating environment, helping shape new plays, messaging, and customer narratives. * Experience collaborating with partners and ISVs to drive joint pipeline and co-sell motions. About Databricks Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook. Benefits At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here. Our Commitment to Diversity and Inclusion At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics. Compliance If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.