Sr Enterprise Account Executive - Amazon Account

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

You will produce new business sales revenue from a SaaS license model with a defined set of ServiceNow's existing Strategic Technology accounts. You will oversee executive relationship management for assigned accounts and lead virtual teams, including Solution Sales, Solution Consulting, Support and Professional Services. You will accomplish this through account planning, territory planning, researching, using business development strategies and completing field-based sales activities within a defined set of prospects and customers.

What you get to do in this role:

• Develop relationships with multiple C-suite personas (e.g., CFO, CIO, COO, CDO) across all product sales
• Oversee client relationship mapping to the account team, orchestrating an account strategy while leading across a broad virtual team (Solutions Consultants, Solutions Specialist, Success resources, Partners and Marketing, etc.)
• Be a trusted advisor to your customers by understanding their business and advising on how ServiceNow can help help their IT roadmap
• Work with the greater ServiceNow solution teams to develop a ServiceNow solution based on the customer's strategic outcomes
• Identify the right specialist/ support resources to bring into a deal, at the right time
• Achieve financial targets set out for the assigned clients, including Licenses, Renewals and Professional Services

Qualifications

To be successful in this role you have:

• Current location in Seattle or Bay Area
• Candidates currently in US willing to relocate to Seattle, at their own expense, will also be considered
• 7+ years of experience within Enterprise Software as a quota-carrying, full-cycle Account Executive
• 3+ years experience positioning a broad PaaS portfolio 
• In addition to IT, experience cultivating and managing relationships with leaders across departments within an Enterprise organization (HR, Customer Experience, Application Development, Supply Chain, Finance, etc.)
• Experience consistently achieving sales growth targets
• Experience establishing trusted relationships with current and prospective clients and internal teams
• Experience producing new business, negotiate deals, and maintain healthy C-Level relationships
• Proven ability to quarterback a large, extended account team to deliver exceptional customer outcomes
• The ability to understand the "bigger picture" and our plans around IT
• Experience promoting a customer success focus in a "win as a team" environment
• Willingness and ability to collaborate in local ServiceNow office
• Willingness to travel up to 40%

FD21

For positions in the Seattle metro/Kirkland areas, we offer a base pay of $136,600 - $202,500, plus equity (when applicable), variable/incentive compensation and benefits. 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 accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs (subject to eligibility requirements). Compensation is based on the geographic location in which the role is located, and is subject to change based on work location.

Not sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate!

Additional Information

Work Personas 

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work.