Mike Rich

Supporter
DISC Type : s

CRO and President Global Sales at Zscaler

Los Gatos, California, United States

Overview

Mike Rich is a global go-to-market leader with over 30 years of experience, currently serving as the CRO and President of Global Sales at Zscaler. He specializes in building and leading diverse technology sales organizations with a strong focus on delivering customer... Show More

Personality Overview

Calm

Risk-averse

Procedural

Their motivation stems from the impact that their decisions can have on the organization.
  They usually go by the book, following all rules and procedures. They are unlikely to become strong champions as they don't prefer pushing other people.

Topics They Care About

AI in Cybersecurity
He frequently posts about the AI era, highlighting rising risks, compliance demands, and the explosive growth of enterprise AI activity that requires robust security solutions.
Channel Partnerships
Recently engaged with the EMEA Partner community at a summit in Ireland, emphasizing the importance of partners in navigating the complexities of the current AI landscape for customers.
Customer-centric Sales
His leadership philosophy is grounded in focusing on the 'moments that matter' to customers, believing that their success is the key to achieving optimal results.
Go-to-Market Leadership
As a global go-to-market leader, he is focused on aligning his teams to work in unison towards a common purpose, as highlighted during his recent FY26 Sales Kick-Off.
UC Santa Barbara
[Predicted] As an alumnus of UC Santa Barbara, he likely maintains an affinity for the university and its community.
Bay Area Sports
[Predicted] Given his education in California and career with Bay Area companies like Zscaler and ServiceNow, he may follow local teams like the Golden State Warriors or 49ers.

Media Appearances

A Conversation with Zscaler CRO Mike Rich. Featured in YouTube

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Zscaler Adds to Leadership Team With New CMO and CRO. Featured in Zscaler Press Release

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Mike Rich Chief Revenue Officer and President of Global Sales. Featured in Zscaler – Leadership Page

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Mike Rich | Zscaler Blog. Featured in Zscaler – Blog Author Page

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Zscaler (ZS) CRO Rich sells $492k in shares. Featured in Investing.com

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Zscaler Appoints Two Key Go-to-Market Leaders to Scale Cloud Security. Featured in Yahoo Finance

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Mike Rich (Zscaler) @ WEF Davos - 2026 ZKast #30. Featured in YouTube

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Work History

11-2023
CRO and President Global Sales at Zscaler
1-2021 - 11-2023
President Americas at ServiceNow
12-2015 - 1-2021
Senior Vice President Sales, Americas at ServiceNow
4-2013 - 12-2015
VP Sales, West U.S. West Canada at ServiceNow
6-2011 - 4-2013
Sales Director, Northwest US at ServiceNow

Education

1988 - 1991
BA from UC Santa Barbara
Education details unavailable from Los Altos

More Information

Social Presence :

Prographics :

Exp : 30 Location : Los Gatos, California, United States Job Level : N/A Designation : CRO and President Global Sales at Zscaler
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Talk about refund and cancellation policy if the need arises
  • Pause and ask them if they have any questions
  • Focus your pitch on the impact that you could help them have on their organization

DONT's

  • Don’t don the salesperson avatar, be the friendly advisor instead
  • Don’t rush them to make quick decisions
  • Avoid saying anything that sounds like a risky proposition

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike is

  • Low risk, approval of other stakeholders and successful process-based evaluation are most important for them.
  • Will you ever get a clear answer from Mike

  • They don’t say no very often, and can take you around in circles sometimes.

Insights For Deal Planning

    How fast (or slow) will Mike move?

  • They do not like to rush, so they could be slow in making decisions.
  • Can Mike take some risk or not?

  • They are risk-averse and like to make decisions that others support.

You now know Mike better than 99% of their friends. Would you like to do the same for other prospects?

Or visit Humantic AI to know more.