Senior Solution Sales Executive, ServiceNow

State & Local Government, OT / Cyber-Physical Systems, US West

$145.2-220k

Offers ESPP and variable/incentive compensation

Senior and Expert level

Remote from Canada, US

Cloud-based digital workflows for enterprises

Be an early applicant

Cloud-based digital workflows for enterprises

1001+ employees

B2BEnterpriseInternal toolsProductivitySaaSCloud Computing

Be an early applicant

$145.2-220k

Offers ESPP and variable/incentive compensation

Senior and Expert level

Remote from Canada, US

1001+ employees

B2BEnterpriseInternal toolsProductivitySaaSCloud Computing

Company mission

To transform IT to revolutionize the enterprise.

Job

Company

Role

Who you are

Experience leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving — e.g., AI-powered tools, workflow automation, AI-driven insights, or exploring AI's impact on the function or industry
7+ years of sales experience within a software or solutions sales organization
Must have prior US Government sales experience (State / Local/ Federal)
Experience selling cybersecurity, ideally OT/ICS security (i.e. Claroty, Nozomi, Tenable), cyber-physical systems, or asset security solutions
Knowledge of and experience selling into state and local government or other critical infrastructure sectors (e.g., utilities, transportation, water/wastewater)
Experience establishing trusted relationships with current and prospective clients and cross-functional teams
Ability to produce new business, negotiate deals, and maintain healthy relationships with senior security and operations stakeholders
Track record of overachieving sales targets
Ability to understand the "bigger picture" of a customer's OT/IT convergence and security strategy and bring it to life commercially and technically
Experience promoting a customer-success focus in a "win as a team" environment

What the job involves

You will drive new business sales revenue for ServiceNow's OT/Cyber-Physical Systems portfolio — including Armis OT visibility and security, Cyber Asset Security, and USEM for OT — within state and local government accounts across the US West territory
You will accomplish this through account and territory planning, prospect research, business development strategy, and field-based sales execution against a defined set of accounts
Develop relationships with OT and cybersecurity leaders (e.g., CISO, VP/Director of OT Security, Plant/Facility Operations leaders, Critical Infrastructure Program Owners) within state and local government organizations
Build and lead account strategy across a broad virtual team: Client Directors, Solution Consultants, Armis specialists, Partners, and Marketing to orchestrate coverage of both IT and OT stakeholders
Be a trusted advisor by understanding each customer's OT/cyber-physical risk posture and regulatory obligations, and advising on how ServiceNow's OT security portfolio fits their broader security and asset management roadmap
Identify and bring in the right specialist or support resource at the right time, particularly OT/ICS security and Armis subject-matter expertise

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 7,700 customers, including 85% of the Fortune 500 list of the United States' largest corporations. ServiceNow now looks to increase its revenue threefold in the 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 $15B, something which its Visa partnership will no doubt aid in achieving.