AWS Sales Executive - Banking, Insurance, Wealth Management, Americas

Company Description

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, Service Now is the AI control tower for business reinvention. Our Service Now AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better.

We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.

Join us to put AI to work for people.

We are seeking a highly motivated leader and team player to drive and support a plan to accelerate and scale the growth of our AWS business. You will focus on enterprise customers in the Banking, Insurance, and Wealth Management industries.

This role includes responsibility for meeting sales quota and pipeline forecasting. You will build close relationships with customers, AWS, and Service Now field sellers while leading virtual teams including solution sales, solution consulting, partner, product, and operations.
This is a key and strategic role that requires a balance of sales, strategy and a roll-up your sleeves and 'get it done' attitude. Success requires the execution of a plan to develop and accelerate the growth of AWS revenue both with top existing customers and to land new enterprise customers. You must be a highly motivated team player with expertise working in a fast paced, cross-functional manner where change is constant.

You have the ability to establish broad senior level relationships. You have a proven track record of delivering results and getting things done. You demonstrate strong business acumen, have outstanding communication skills and are able to effectively build relationships, negotiate complex contracts and influence large purchase decisions for the biggest brands in the world.

What you get to do in this role:

• Create an AWS sales plan with Americas leadership to drive growth and then bring it to life. Leverage your passion for driving sales results to close.

• Build trust and deep multi-tiered relationships through the customers' organization, from business unit teams to CxO level

• Work with the greater Service Now solution teams to develop a Service Now solution based on the customer's strategic outcomes

• Manage relationships between Service Now, AWS and executive‑level customers

• Present the value of the partnership evangelizing joint innovation use cases

• Negotiate complex contracts

• Build mindshare within AWS field sales leadership and account teams to drive sales

• Develop a clear roadmap across the customer, AWS and Service Now teams to promote an outstanding customer experience

• Ensure customers are at the center of everything. Deliver high‑value outcomes for customers

• Ensure alignment with Value Selling (ie: Value Prompter), Now Sell principles and partner 3‑way sales

• Tackle strategic projects to smooth hyperscaler adoption across Service Now inclusive of operations, finance, reporting, enablement, and deal desk.

• Responsible for weekly pipeline reporting, progress updates, customer references, deal registration

• Work with marketing to plan events, land public customer references and drive customer engagement including stage presence at major events

In order to be successful in this role, we need someone who has:

• 10+ years of experience in large client management, and aligning account strategies to revenue opportunities

• 5+ years of experience as a Client Director or equivalent role with validated multi‑million‑dollar sales solutions experience and Executive level relationship management

• Previous sales experience in IT Service Management, HR, Security Operations, Customer Service and IT Operations Management (within software or IT sales organizations)

• Ability to understand broad, macro‑level business and IT needs for the largest, most well‑known brands in the world

• Background experience from a career working at Service Now and/or AWS

• Strong track record of exceeding sales targets by 150-200%

• High energy,…