Senior Services Account Executive, ServiceNow
$123.9-204.5k
+ Variable/incentive compensation
Cloud-based digital workflows for enterprises
Be an early applicant
Cloud-based digital workflows for enterprises
1001+ employees
Be an early applicant
$123.9-204.5k
+ Variable/incentive compensation
1001+ employees
Company mission
To transform IT to revolutionise the enterprise.
Role
Who you are
- Minimum 12 years of previous services sales experience gained within a SaaS software or solution sales organization (or reasonably equivalent)
- New account sales focus, operating independently to identify new opportunities
- Existing relationships in large enterprise accounts a plus
- Demonstrable track record of achieving Services, Success, or Training sales targets
- Ability to communicate and collaborate across lines of business and multiple customer and partner personas, including executives
- Strong operational command – managing end-to-end franchise
- Travel up to 50% (depending on geography/region)
What the job involves
- This role is part of the Customer Outcomes team. Our purpose is to accelerate platform adoption and drive customer business outcomes
- As a ServiceNow Services Account Executive, you will be responsible for selling a portfolio of service offerings designed to help our customers successfully adopt the products they have purchased and ultimately achieve the business outcomes they expected from utilizing our products
- These service offerings include our Impact success offering, product implementation services, and training
- The Services Account Executive is well-versed in services and post-sales adoption strategies
- They are a trusted advisor to the account team and our customers for successful implementation, adoption, and value realization
- A quota carrying role, the Services Account Executive owns the Services sales strategy by proactively creating demand for new Services opportunities and partnering with the ServiceNow Sales team and our partners to develop and successfully execute Services sales opportunities for their assigned territory
- Collaborate with software sales account teams, Customer Outcomes team members, and our eco-system of delivery partners
- Develop and execute a services sales strategy in the designated territory with a target account list
- Proactively create new Services opportunities (Impact, Implementation Services, and Training) in both new and installed base customers
- Create pipeline and manage end-to-end forecasting process for Services opportunities
- Serve as a trusted advisor to the customer by understanding their existing and future digital transformation roadmap and driving the right mix of ServiceNow services to meet their needs
- Arrange and conduct Executive and CxO services-related discussions in alignment with the account strategy
- Lead extended team in solutioning and scoping, and proposal development
- Execute value-based selling methodology for Impact, Implementation Services, and Training opportunities
Our take
ServiceNow provides cloud-based solutions that define, structure, manage, and automate services for enterprise operations, transforming old, manual ways of working into modern digital workflows. The company was founded in 2004 with a vision to build a cloud-based platform that would enable regular people to route work effectively through the enterprise.
Much as Salesforce enables a company to manage its external clients by keeping a record of all contacts and interactions, ServiceNow promises an internal system to meet the needs of employees. It has succeeded in claiming half the market, setting itself apart from legacy IT service-management software players like BMC Software, Hewlett Packard Enterprise, Cherwell Software and CA Technologies.
The company's success comes from two product traits: simplicity and customisability. ServiceNow's IT tools don't require the IT department to set them up. Once running, they offer a single collection centre for requests, data points and checklists, all of which can in turn be analysed by algorithms to predict needs, flag concerns and measure efficiency.
The company has more than 7500 customers, including 80% of the Fortune 500 list of the United States' largest corporations. ServiceNow now looks to increase its revenue threefold in upcoming years and has entered into a 5-year partnership plan with Visa, beginning with the launch of a Visa-integrated dispute resolution solution for issuers. The company is prioritising organic growth over mergers and acquisitions, with a target revenue of $15 billion, something which its Visa partnership will no doubt aid in achieving.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Few candidates hear
back within 2 weeks
16% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Mar 2012
$11m
GROWTH EQUITY VC
Feb 2012
$17.9m
GROWTH EQUITY VC
Total funding: $83.8m
Company benefits
- Commuter benefits
- Annual learning stipends
- Work from home opportunities
- Generous family leave
- Matched donations
- Flexible PTO
- 401(k) matching
- Paid volunteer time
Company values
- Win as a team
- Innovate and execute
- Stay hungry and humble
- Deliver customer success
Company HQ
Santa Clara, CA
Articles
Leadership
Fred Luddy
(Chairman Of The Board)Previously Software Developer at Amdahl Corporation for 4 years and CTO at Peregrine Systems for 13 years.
Diversity, Equity & Inclusion at ServiceNow
- Enabling and empowering our people: We use rich learning programmes to equip employees with inclusive mindsets and skills, and we build equitable processes across our entire talent ecosystem
- Engaging our communities and allies: We make space to listen, share openly and engage in respectful dialogue. We extend into our communities through civic engagement, digital literacy and non‑profit support
- Building diverse talent and hiring inclusively: We grow stronger together by developing and advancing individual talent and by improving representation at all levels.
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