Senior Solution Sales Account Executive, ServiceNow
Customer & Industry Workflows
$117.8-194.4k
+Variable/incentive; +ESPP (Employee stock purchase plan); Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure
Cloud-based digital workflows for enterprises
Job no longer available
Cloud-based digital workflows for enterprises
1001+ employees
Job no longer available
$117.8-194.4k
+Variable/incentive; +ESPP (Employee stock purchase plan); Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure
1001+ employees
Company mission
To transform IT to revolutionise the enterprise.
Role
Who you are
- Experience in solution sales, preferably within a Customer Service Management / CRM / CX / CPaaS vendor
- An understanding of the CRM or CX solution-related business processes
- Experience leading virtual or matrixed teams
- Ability to understand broad, macro-level business IT needs for a prospective client
- 7+ years of sales experience within software OR solutions sales organization
- Experience establishing trusted relationships with current and prospective clients and other teams
- Ability to produce new business, negotiate deals, and maintain healthy C-Level relationships
- Able to thrive in a fast paced, growing, deadline driven environment
- Willingness to go above and beyond to win in the market against stiff competition
- Ability to communicate complex issues in simple terms via written and oral media, to a variety of different audiences
- Ability to forge strong business relationships and connect with both C-level execs at customers as well as with individuals in ServiceNow internal and external eco-system
- Excellent communication and presentation skills
- Regional travel required up to 50%
What the job involves
- The Solution Sales Executive will oversee market success of ServiceNow's Customer & Industry Workflows products, inclusive of CIWF multi-workflow solutions (as prescribed)
- You will play a leading role in engaging assigned accounts and be responsible for the creation of new business and pipeline across a substantial portion of the ServiceNow sales cycle and methodology
- You will oversee executive relationship management for assigned accounts; lead and partner with virtual teams, including Core Field, Solution Sales, Solution Consulting, Support and Professional Services
- Oversee worldwide development of assigned account, including development and deployment of territory resources
- Develop a sales strategy in the allocated territory with a target prospect list, and a regional sales plan for your assigned account and/or territory
- Develop relationships with multiple C-suite personas (e.g., CFO, CIO, COO, CDO) across CIWF product(s) and CIWF multi-workflow solution(s)
- Arrange and conduct initial Executive and CxO discussions and position meetings
- Collaborate closely with your Solution Consulting counterpart and extended team to deliver ‘art of the possible’ demonstrations showcasing ServiceNow’s Customer Industry & Workflows product(s) & solution(s), orchestrating relationships as required
- Develop a clear roadmap and building capabilities across our clients and ServiceNow teams to promote an outstanding customer experience
- Be the trusted advisor to the customer by understanding their existing and future Customer Engagement & Operations roadmap to drive the ServiceNow Customer Workflows platform
- Lead opportunities all the while collaborating closely with Core Sales Teams (AE’s, SC’s, Leadership) and other ServiceNow Solution Areas (Customer, Employee, IT) to deliver outcomes-based solutions to our clients and prospects
- In partnership with assigned Account Executive and Solution Consultant, present our Customer Workflows offering directly to prospects, customers, partners and at industry events and seminars
- Articulate customer success strategies to the field to streamline and standardize Platform presentations and value proposition
- Prospect qualification and the development of new sales opportunities and ongoing revenue streams with limited support from inside sales
- Sales process management and opportunity closure
- Ongoing account management to ensure customer satisfaction and drive additional revenue streams
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.
Salary benchmarks
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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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