New Logo Enterprise Account Executive, ServiceNow

• You are a self-starter and an innovator
• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving
• This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry
• Proven track record of new logo sales experience in IT Service Management, HR, Security Operations, Customer Service, IT Operations Management (within software or IT sales organizations) and/or Management Consulting, with a demonstrated ability to generate new business at new accounts
• Demonstrated experience in territory strategy, planning and sales execution with measurable wins
• Ability to understand broad, macro-level business IT needs for a prospective client
• Ability to break down a complex sales process into discrete activities and see steps ahead to deliver customer outcomes
• Excellent interpersonal skills to inspire and lead a matrix team to establish trust and credibility with prospective customers
• Demonstrated perseverance, resilience, and savvy to find new creative paths to open doors, increase interaction and participation, and engage prospects
• The ideal candidate lives our values to “stay hungry and humble” and doesn’t take their success for granted, always curious, ready to learn and evolve
• Travel up to 50% (depending on geography/region)

Desirable

• The New Logo Account Executive is a pivotal role to ensuring ServiceNow’s continued growth
• In this role, you will identify new business by strategically navigating a targeted set of prospective accounts to close initial opportunities and convert our Prospects to Customers who will grow with us for years to come
• By deeply understanding their unique company challenges and goals, you will pair them with solutions that will help them reach their business objectives and blaze new trails within their organizations
• You play a critical part in our “DESCO21” go-to-market strategy, and you will be set up for success within a fast paced, collaborative, and inclusive culture
• You will establish relationships within a defined set of accounts to achieve net new revenue growth targets for your given territory
• By leveraging analytics, case studies, past performance, and market intelligence, you will create a territory plan and craft your own target account strategies
• You will then apply these strategies and leverage your extended sales team and partner ecosystem to sell the value and long-term ROI of one or more of our industry leading solutions
• Post-sale you will lead in orchestrating the transition of these accounts to our established Account Management team as you continue to focus on net new logo accounts
• Strategic territory planning - Follow a disciplined and analytical approach to planning and maintaining a target new account pipeline. Keep pipeline current and progressing
• Sales strategies - Develop effective and specific account plans to maximize new revenue growth
• Develop and leverage relationships throughout our strong partner networks and in your net new customer accounts to drive strategy through organization
• Creative marketing and prospecting – Think outside-the-box to cultivate awareness of the ServiceNow vision. Strong planning and execution of targeted campaigns for your territory
• Customer Acumen - Actively understand each customer’s strategic growth plans, technology footprint and corresponding technology strategy, internal challenges and competitive landscape
• Review public information (e.g., new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap
• Account Transition – After successfully closing your initial sale, you will orchestrate the transition of the account to our Account Management team
• Net New Revenue – Execute on new business revenue goals for the organization