Principal Renewal Specialist
Zscaler INC · 🌍 Tokyo, JPN
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Sponsor Radar — Zscaler INC
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About the role
Zscaler (NASDAQ: ZS) accelerates digital transformation so customers can be more agile, efficient, resilient, and secure. The Zscaler Zero Trust Exchange platform protects thousands of customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location. Distributed across 200+ public data centers globally and thousands of private sites at the edge, the SASE-based Zero Trust Exchange is the world’s largest in-line cloud security platform. We believe the future of work is Human + AI and are building an AI-native enterprise where human potential is amplified by machine intelligence to solve the world’s hardest security challenges. Driven by deep customer obsession, we are committed to the mission, outcome, and to each other. We bring these commitments to life through three core behaviors: ownership and collaboration, trust through outcomes and impact, and a challenge culture with ongoing feedback. Ready to make an impact at the company pioneering security transformation in the AI era? Join us at Zscaler. Role We are looking for a Principal Renewal Specialist in Japan reporting to the Senior Director of Renewals APJ in the Sales and Go-to-Market department. As a Principal Renewal Specialist, you will be an integral part of Zscaler's global Sales and Go-to-Market team, focused on delighting customers, nurturing trusted partnerships, and driving a secure, cloud-enabled digital future. You will play a crucial role in cementing our position as a world leader in cloud security by managing renewals and contributing to customer success. What you’ll do (Role Expectations) • Partnering with the AE as an advisor, holistically analyzing the account to leverage renewals/upsell to guide the customer's overall Digital Transformation • Drawing from Renewals/Sales expertise, prescribing approaches to increase customer 'stickiness' and Zscaler's recurring revenue including upsell and cross-sell opportunitites • Participating in regular, strategic account planning with your ecosystem and GTM leadership to ensure visibility and accountability; contributing to QBRs and deal review meetings • Collaborating with internal teams (e.g. Deal Desk, Product Management, Customer Success, Finance, Legal) to provide compliant, proactive solutions based on the customer's installed SKUs, Product Roadmap, and their unique Digital Transformation journey Who You Are (Success Profile) • You are a strategic advisor, adept at holistically analyzing accounts to drive digital transformation through renewals and upsells. • You are proactive and results-oriented, skilled at prescribing approaches to increase customer stickiness and recurring revenue. • You are a collaborative team player, able to work effectively across various internal departments to deliver compliant, proactive solutions. • You possess a strong sense of organization, managing multiple priorities while ensuring visibility and accountability. • You are curious and customer-focused, dedicated to understanding and meeting customer goals to strengthen long-term partnerships. What We’re Looking for (Minimum Qualifications) • Previous experience in sales account management • Ability to cultivate an understanding of accounts to recognize and lead the process to strengthen contracts (e.g., co-terming, true-ups, longer term contracts, positioning future upgrades and services) • Willingness to take risks and constructively challenge assumptions to improve outcomes • Strong sense of organization, while managing multiple priorities • Fluent in Japanese and English • Foundational understanding of AI/ML technologies and experience leveraging, securing, or positioning AI-driven solutions to optimize outcomes within your functional domain What Will Make You