We’re thrilled to announce Zscaler, a leader in cloud security, as a partner in re:WORK TRAINING’s mission to create workplaces that reflect the diversity of our neighborhoods. We were invited to their Sales Kick-Off (SKO) and asked Zscaler sales leaders for advice to share with our candidates as they prepare for a career in tech sales.

Listen up as folks have invaluable insights for when you enter the industry, network, and negotiate. 

TIP #1 – YOUR NETWORK IS AN ASSET

“If you build a credible network of resources and friends that you can rely on in a time of need, and if you do good work, they will essentially provide you with a referral internally to the company,” said Donzell Newkirk, a regional sales manager for Zscaler.  

Newkirk said his networking began with friends he had in college, tapping into LinkedIn resources and always following up with connections. 

“Stay consistent. Stay strong. Stay focused,” Newkirk said. 

TIP #2 – COME PREPARED

Once you have completed the interview process, you should consider how to handle an offer. Zscaler team members say you should come prepared for that part of the job search. 

“I would say the number one tip is, you want to come with research,” said Chaz Lyles, a federal account executive at Zscaler. “You want to understand, okay, what is the average pay for this, right? Especially in my area, because location has a big impact on that as well.”

Lyles says it is common for employers to ask you what your salary expectations are. He suggests posing that question back at the person you’re interviewing and asking what the typical salary range is for the position. This prevents you from providing a number well below a potential offer.

“You want to be firm with your ask. Be confident. Always understand exactly what you’re asking for and give reasons as to why you deserve it,” Lyles said. 

His advice speaks to the power knowledge brings any job seeker in this business or any other industry. This information could make a huge difference regarding re:WORK TRAINING candidates. The number who are unemployed when they start our program is more than 80 percent. Those that are working have an annual salary of $21,000. 

TIP #3 – BUILD AND MAINTAIN RELATIONSHIPS

But networking never stops; even after you get the job, you have just begun to use those skills to be successful in technology sales.

“Build relationships with your customers, with your tech support teams, with your customer success teams. Anybody that supports your business is the people that you want to know really, really well,” said Autumn Policicchio, a partner enablement manager at Zscaler.  “People like to do business with people they like, so be sure you’re getting to know your customers, your partners, your support teams, and you will find great success.”

Veterans who have been in the business for around a decade say an essential aspect of networking is connecting with people who look like you. This speaks to the core values of re:WORK TRAINING and our partnerships with companies like Zscaler. Together, we’re working toward helping 25,000 untapped individuals break into tech by 2040. 

TIP #4 – DON’T TAKE IT PERSONALLY 

They add that navigating the job market is to embrace rejection as just another step forward in your journey. 

“You have to realize that, you know, that phone call, that person, they’re just an intermediary between you and getting to your money,” said Matthew Plunkett, a cloud security consultant at Zscaler. “Just focus on the outcome, realizing that, you know, that none of this is personal.” 

Plunkett says to stay focused because that setback is just a building block in the bridge that will get you from where you are to where you want to be. There is so much to look forward to, which is one more piece of advice experts want to share with anyone new to tech sales. 

TIP #5 – CONTINUE TO LEARN AND BE CURIOUS

“I think it’s important when you’re working in tech sales to always know what the possibilities are within the company you’re working in,” said Ryan Manyika, an enterprise sales engineer at Zscaler. “Very often, there’s lots of opportunities for training, for mentorship, for growth.”

Manyika says there is so much to learn in this business, and new technology is always emerging, so think of those advancements as new ways to improve your expertise in the field. 

“Always be confident enough to ask what the company provides in terms of progression, in terms of your skills, but also where you can get mentorship for someone that’s where you’d like to be in three, four, five years’s time,” Manyika said. 

Whether you’re exploring tech sales, just starting, or looking for your next pivot in tech sales – these five tips can help you #GetThisWork.

Thank you to Zscaler for investing and supporting our community with your time, talent, and treasure. 

Launch your career in tech sales by applying for our boot camp – here.

Are you in tech sales and looking to pay it forward? Volunteer today.

Become a partner and invest in Diversity, Equity, and Inclusion in the workplace – here.