Solutions Sales Executive – Customer and Industry Workflows

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

ServiceNow is currently seeking a highly driven, experienced salesperson to join the Digital Solution Sales team managing our Customer Workflow solutions while based in our Waltham office. The candidate will be a quota-carrying individual with a demonstrable track record in new business sales, from pipeline generation through to close (full sales cycle), ideally over the telephone or video conferencing within a Commercial capacity. 

The right experienced sales representative will contribute to the growing team of Digital Solution Sales Execs managing Customer Workflows supporting our Digital Commercial sales organization. Experience understanding and communicating with CXO personas is also a plus.

What you get to do in this role:   

• Work as a business partner with account teams to develop pursuit strategies for engaging leadership at customers and partners
• Act as an expert for our Customer Workflow (CX), and expand solution presence within existing accounts or look for new logos while maintaining and growing your expertise in leading transformational technology concepts and methodologies
• Take the sales lead in all Commercial Digital accounts where there is a CX Workflow opportunity
• Align ServiceNow capabilities with desired outcomes for digital transformation and leverage the platform
• Focus on understanding an organization’s business drivers, challenges, pain points and how ServiceNow solutions provide business outcomes that align to those initiatives
• Manage sales opportunities and business relationships, from the office, with influential contacts within Commercial Digital Accounts
• Meet or exceed Monthly, Quarterly, and Annual sales objectives, constantly working towards daily, monthly & quarterly KPI metrics such as pipeline build, revenue attainment, created opportunities, ACV bookings, and renewal rates
• Provide timely and accurate information to management such as forecasting and opportunity status
• Understand, develop and build a franchise within your assigned geographical territory in order to consistently exceed quarterly and annual sales goals, and create successful, happy customers
• Follow the sales process in order to win new ACV business
• Facilitate resources necessary to further the sales cycle such as Solution Consultants, Customer Service, Marketing etc.
• Effective Data Management through internal and external sources such as CRM, social media, search engines, and press
• Occasional travel for training and/or meetings may be required 

Qualifications

To be successful in this role you have:

• 3+ years of technology sales experience in enterprise software or consulting services
• Experience in selling enterprise-class solutions
• Strong technical aptitude to understand the challenges a prospect is facing and translate those into business outcomes ServiceNow can deliver, and to communicate the value
• A thorough understanding of the sales process and the ability to navigate and progress short but complex sales cycles
• Presentation skills via web-based tools
• Excellent communication skills