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 Stand Out (Preferred Qualifications)

• Some experience in renewals is a plus
• You thrive in ambiguity. You're comfortable building the path as you walk it. You thrive in a dynamic environment, seeing ambiguity not as a hindrance, but as the raw material to build something meaningful.
• 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. True ownership involves leveraging dynamic range: the ability to navigate seamlessly between high-level strategy and hands-on execution.
• You are a problem-solver. You love running towards the challenges because you are laser-focused on finding the solution, knowing that solving the hard problems delivers the biggest impact.
• You are a high-trust collaborator. You are ambitious for the team, not just yourself. You embrace our challenge culture by giving and receiving ongoing feedback—knowing that candor delivered with clarity and respect is the truest form of teamwork and the fastest way to earn trust.
• You are a learner. You have a true growth mindset and are obsessed with your own development, actively seeking feedback to become a better partner and a stronger teammate. You love what you do and you do it with purpose.

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