Sr. Digital Solution Sales Executive

Company Description

At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you. 

With more than 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies™.

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.

Job Description

The right experienced sales representative will contribute to the new and growing team of Digital Solution Sales Executives in our growing Enterprise East Sales business managing our Technology Suite of workflows including IT Asset Management, Security Operations, and Strategic Portfolio Management solutions. Experience understanding and communicating with CXO personas is important.

What you get to do in this role:

• Be the TX (Technology Workflows) sales expert working the majority of the accounts in your region in Enterprise East (5000+ employee companies)
• Align strategies and account plays with your Senior Solution Sales Executive to maximize the opportunities in your regions
• Know the right personas, the common pain points, any potential competitors, how to handle objections, and keep a collection of relevant customer stories ready to leverage
• Expand solution presence within existing accounts or land in new logos while maintaining and growing your expertise in leading transformational technology concepts and methodologies
• Work as a business partner and build tight relationships with core account teams to develop pursuit strategies for engaging IT leadership at customers and partners
• Take over the sales motion from core sellers in your accounts where there is a TX opportunity and run/progress the deal to win
• Manage sales opportunities and business relationships, from the office most often, with influential contacts within your Enterprise account base
• Focus on understanding an organization’s business drivers, challenges, pain points and how ServiceNow solutions provide business outcomes that align to those initiatives
• Define value metrics within the prospects/customers and deliver value assessments
• Meet or exceed Monthly, Quarterly and Annual sales objectives and revenue quota, constantly working towards team, monthly & quarterly KPI metrics such as pipeline build, revenue attainment, new logos, ACV bookings and opportunities created and driven
• Provide timely and accurate information to management such as forecasting and opportunity status
• Understand, develop and build a franchise within your assigned territory in order to consistently exceed quarterly and annual sales goals, and create successful, happy customers
• Work with marketing/channel/core sellers/business development team to support the creation and running of campaigns to generate additional pipeline where needed (targeting 3.5X pipeline)
• Facilitate resources necessary to further sales cycle such as Solution Consultants, Product Success, Customer Service, Marketing etc.
• Work with an amazing team of Solution Sellers
• Occasional travel for training and/or meetings may be required  

Qualifications

To be successful in this role you have:

• 5+ years in quota-carrying sales role, 3+ in technology sales in enterprise software or consulting services, ideally to IT organizations, with strong understanding of the sales cycle and sales process 
• Experience in Enterprise-level sales a big advantage
• Strong technical aptitude to understand the challeng