Senior Solution Sales Executive, ServiceNow
Source to Pay
$117.8-194.4k
Plus equity (when applicable), Plus 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
$117.8-194.4k
Plus equity (when applicable), Plus variable/incentive compensation
1001+ employees
Company mission
To transform IT to revolutionise the enterprise.
Role
Who you are
- 7-10+ years' experience in Industry Solution sales, business development, and GTM strategy
- Proven enterprise software sales experience in a large, global, matrixed sales organization, with specialist sales experience preferred
- Finance & Supply Chain Digital Workflows
- Service Management platform = Source-to-Pay Intake and Orchestration platform
- Strong communication experience with Finance and Procurement executives
- Demonstrated success partnering with senior product leaders to build and grow businesses
- Expert sales, industry and product knowledge related to the XYZ business
- Excellent communication skills with the ability to influence at all levels
- Experience presenting to large internal and external audiences, including customer and partner events
- Strong understanding of customer buying preferences, market dynamics, and key drivers to craft effective sales GTM strategies
- Consistent track record of meeting and exceeding team quotas
- Strong knowledge of sales techniques, customer interaction, and customer relations
- Proficient in forecasting, financial metrics, ROI assessment, and market insights analysis
- Proven track record of selling to large enterprise-level customers and established relationships at the C-suite level
- Strong organizational, communication, teamwork, presentation, problem-solving, and time management skills
- Experience in inspiring global, matrixed teams to follow best practices
- Self-starter with a collaborative "win as a team" approach
- Global role or international experience is a plus
What the job involves
- Solution Sales is on a journey to innovate across ServiceNow’s go-to-market (GTM), delight our customers, and fuel our unparalleled climb to $16B
- We are moving fast, and with this rapid scale and dynamic growth we are hiring a strategic sales & GTM leader to drive growth, scale and consistency
- The Sr Global Solution Sales Executive – Operation Technology Go-to-Market will spearhead market success for the Technology Workflow Businesses
- This role will focus on driving growth strategy, enhancing solution sales capabilities, and orchestrating cross-functional ecosystem efforts to build a robust sales pipeline and capture market opportunities
- As a seasoned sales executive, you will apply your expertise to drive business growth in partnership with various cross-functional teams, including sales, specialist sales, product, marketing, partners, and other key stakeholders
- This role offers a unique opportunity to make a substantial impact on the organization's growth and success
- The ideal candidate is a proven sales & GTM leader with the ability to collaborate effectively, foster relationships, and demonstrate a keen intellectual curiosity that builds trust with senior leaders and stakeholders throughout the organization
- The candidate must bring a combination of GTM expertise, deep product & market domain knowledge, and sales excellence to drive results
- Operational Technology Focused: Develop and maintain strong relationships with key accounts, priority customers, partners, and the industry at large. Align as Executive Sponsor on key accounts. Meet Revenue targets
- GTM Strategy Development: Apply a business owner mindset to build and execute growth strategies in partnership with product, sales & cross-functional business partners to establish ServiceNOW as the leader in this space
- Solution Sales Specialist “Force Multiplier”: Partner with global cross-functional teams to drive growth priorities, including demand generation, sales play construction, customer events and help geo-aligned solution sales specialist teams to ensure effective adoption and execution of strategies, plays, and activities
- Thought Leader & GTM Voice: Earn trusted advisor status across the organization & externally through deep domain expertise and innovative thinking. Represent the Workflow in global forecast calls, quarterly product reviews, acquisition considerations, and various GTM planning activities from a sales perspective
- Market Insights: Analyze the business to support proactive strategy development, opportunity discovery, and get-well initiatives. Bridge market insights and intelligence to shape product pricing and packaging for GTM success; lead the field in providing product feedback and to inform the business unit roadmap
- Specialist Community Development: Foster and expand the specialist sales community and culture, define enablement priorities, and ensure competitive readiness for your business
- Long-Range Planning: Provide industry expertise and consultation for long-range and annual planning efforts, including growth objectives, prioritization, enablement needs, demand gen, sales incubation approaches, and other critical sales activities
- Matrixed Team Leadership: Lead and inspire a geographically dispersed, x-functional team dedicated to workflow GTM success and delivering on revenue targets
- Sales Evangelism: Actively represent the portfolio in customer and partner-facing events, as well as executive briefings
- Alliances and Channel Ecosystem Collaboration: Collaborate with the ACE organization to develop GTM partners for workflow growth objectives
- Multi-Workflow Strategies: Work in partnership with Global WF Leaders and BU GTM peers to develop multi-workflow strategies
- Business Development Strategies: Create and execute strategies for building a healthy pipeline, driving growth, and fostering innovation
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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