Enterprise Services Account Manager - EMEA North

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

This role is part of the Customer Outcomes team. Our purpose is to accelerate platform adoption and drive customer business outcomes. We do this through a portfolio of products and services delivered by world-class consultants, training and success professionals, our leading practices, methodologies, and tools, as well as our ecosystem of partners. 

What you get to do in this role:

As a ServiceNow Enterprise Services Account Manager, you will be responsible for selling a portfolio of service offerings designed to help our customers successfully adopt the products they have purchased and ultimately achieve the business outcomes they expected from utilizing our products. These service offerings include our Impact success offering, product adoption services, and training.  The ESAM is integral to the regional sales team. They collaborate with the Services Account Executive, account team and our customers to ensure successful implementation and adoption. A quota-carrying role, the Enterprise Services Account Manager partners with the ServiceNow Sales team and our partner ecosystem to develop and successfully execute Services sales opportunities for their assigned territory.

• Collaborate with “inside” and “outside” (Digital, Field, and Partner) sales team members to develop and execute success, adoption services, and training sales opportunities within a designated territory.
• Work with the SAE in your region to prioritise sales activities against specific opportunities.
• Participate in all district activities to develop a programmatic approach to create, manage, and close a pipeline of opportunities commensurate with achieving assigned service quotas.
• Proactively create new Services opportunities (Impact, Adoption Services, and Training) in both new and installed base customers.
• Manage sales opportunities and business relationships, from the office, with influential contacts within Commercial Accounts.
• Work with the extended support team to drive the development of packaging strategies and services proposals.
• Prioritize and manage inbound services sales requests.
• Execute Value-based Selling Methodology for Impact, Adoption services, and Training opportunities.

Qualifications

To be successful in this role, you have:

• Profound relationship-building skills
• Demonstrated experience in enterprise software or consulting services (or reasonably equivalent)
• Proven track record of accurate forecasting and achieving quota
• Strong technical aptitude to understand the desired business outcomes and translate those to services capabilities that ServiceNow can deliver
• Experience selling enterprise-class solutions, services, training, or success in person or remotely via Zoom/WebEx/phone/etc. 
• A thorough understanding of the sales process and the ability to navigate and progress short but complex sales cycles
• Sales force automation, enterprise resource planning or other IT infrastructure management (monitoring and discovery) technologies are a definite plus
• Presentation skills via web-based tools
• Persistent, dependable, and accountable
• Skilled at concisely summarizi