Sr Solution Sales Exec, Customer Workflows - NE State & Local Govt

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 Customer Workflows Solution Sales Executive will oversee SLED market success of ServiceNow's CX, FSM, Source to Pay and related Customer Workflows solutions to US Northeast State & Local Government (SLG) clients. These products are built on our market leading Service Management platform and create a single source of truth that allows enterprise processes to execute with uniform information.

What you get to do in this role:  

The Solution Sales Executive supports the strategy and solution win for Customer Workflows growth within SLG territory (NY/NJ/PA/MD/VA). Responsibilities/activities can vary by solution area given coverage capacity.

• Drive net new opportunity and growth of Customer Workflows within territory 
• Support NE SLG territory strategy and planning to improve vertical agreement, account use case targeting and execution
• Provide input and domain expertise to NE Core Regional Sales Leader and AE team during the account planning process based on territory strategy and recommendation
• Ensure recommendation to territory strategy and account planning is aligned with Now Value principles
• Support customers to envision the value of a digital transformation and support development of strategy by partnering with rest of account team, customer and partners.
• Interlock with core Solutions Consulting & Customer Workflows Solutions Consulting on Capability Roadmap for feedback and agreement 
• Coach core AEs, ADRs, ACE with foundational specialty solution area knowledge to identify specialty solution opportunities and help drive net new opportunities and manage the sales cycle
• Customize the time allocation of responsibilities to the needs of the territory and account team and celebrate successes
• Champion diversity and belonging to contribute to an open and inclusive environment

Qualifications

To be successful in this role you have:

• Current location in NY, NJ, PA, MD, or VA with flexibility to travel across region, internal/external events as needed
• History of achieving sales targets 
• 7+ years knowledge and demonstrated success selling to SLG (NE SLG strongly preferred)
• 3+ years knowledge and demonstrated success selling Customer Workflows related software solutions 
• Demonstrated success closing new logos in SLED vertical
• Experience as a SLG Specialty Sales AE, SLG Core AE, or closely related SLED sales role 
• Past success collaborating within matrixed sales environment  
• Deep understanding of SaaS/Software Sales, SLG sales, and business sales processes
• Bachelor's degree in business, marketing or related discipline
• Travel required: 30-50%

FD21

For this position in NYC metro, we offer a base pay range of $130,950 - $205,000 plus equity (RSUs) if applicable. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies and work location. We also offer health plans, including flexible spending accoun