Sr. Solution Sales Account Executive, Customer & Industry Workflows

Company Description

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

Job Description

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.  

What you will get to do in this role:  

• 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 

Qualifications

To be successful in this role you have: 

• 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%