Principal Sales Engineer - Healthcare

Zscaler is a cloud security company focused on enabling secure digital transformation through its Zero Trust Exchange platform. The Principal Sales Engineer will serve as a senior technical authority for healthcare customers, leading complex sales engagements, executive discussions, technical enablement, and strategic initiatives involving Zero Trust, cybersecurity, and AI-driven solutions.

Responsibilities:

• Opportunity Acceleration: 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
• Thought Leadership & Executive Engagement: 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
• Technical Enablement: 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
• Deep Organizational Impact: 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
• Strategic Team Support: Conduct technical screenings for new hires, participate in new Sales Engineer curriculum development, and serve as a strategic technical advisor to Sales Engineering leadership

Requirements:

• 7+ years of enterprise cybersecurity selling experience in sales engineering, solutions engineering, or solutions architecture; 3+ years experience working within the partner ecosystem and channel
• 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
• Deep understanding of security, networking (routers/switches), authentication, wireless, SD-WAN, and Internet fundamentals
• Demonstrated ability to lead cross-departmental initiatives and manage executive-level relationships
• Proven ability to navigate between high-level strategy and hands-on technical execution
• Foundational understanding of AI/ML technologies and experience leveraging, securing, or positioning AI-driven solutions to optimize outcomes within your functional domain
• Demonstrate strong AI fluency by leveraging coding assistants, LLMs, and Generative AI tools to accelerate troubleshooting, solution design, automation, and customer problem-solving, while applying sound technical judgment to validate outputs
• Experience in data modeling and relational databases
• Deep technical expertise with healthcare EHR, PACS, and Workflow/Authentication technologies
• Industry standard certifications such as CISSP, CCIE, CISM, ISACA, or CRISC
• 5+ years in a vendor-side Principal or Architect-level role