Senior Solution Sales Executive - Workflows​/State and Local

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 — Service Now 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.

The Senior Solution Sales Executive will be responsible for market success of Service Now’s Employee Workflows product suite which includes Employee Experience, Enterprise Service Management, HR Service Delivery and Workplace Service Delivery.

The Senior Solution Sales Executive will drive and generate sales revenue, within existing accounts and also with new logos. This will be achieved by working closely with the wider Service Now sales eco-system, with the support of a dedicated Solution Consultant, to deliver territory planning, account planning, forecasting, using business development techniques and field-based sales activities to ensure success in generating revenue opportunities and effective management and closure of sales opportunities.

This position is a high-profile growth opportunity that demands a highly motivated individual with strong sales, communications and organisztional skills that is eager to learn and become part of a rapidly growing company.

• Be the voice of the customer and of regional sales teams

• Drive end to end sales initiatives (from pipeline generation to closing) focused on specific use cases in HR solutions

• Work closely with sales teams to accelerate opportunities by meeting directly with customers to provide comprehensive product and industry insight

• Communicate competitive intelligence and activity to manager and BU to ensure we keep ahead of opportunities, obstacles, challenges and red flags that may hinder Service Now from capturing key customer accounts

• Work closely with sales teams to accelerate opportunities by meeting directly with customers to provide comprehensive product and industry insight

• Develop, in coordination with Product Management and Product Marketing, key sales and go-to-market strategies and objectives to establish Service Now as a leader in HR Service Delivery

• Provide industry expertise in the development and implementation of specific market strategies and programs to improve logo penetration

• Coach & enable account teams with foundational specialty solution area knowledge to effectively identify specialty solution opportunities & help manage the sales cycle

• In partnership with assigned Account Executive and Solution Consultant, present our Employee Workflows solutions directly to prospects, customers and at industry events and seminars

• Support the regional Service Now partner channels to drive an effective customer experience

• Articulate customer success strategies (and losses) to the field in order to streamline and standardize solution presentations and value proposition.

• Become a trusted advisor to our community of customers

To be successful in this role you have:

• Demonstrable track record of achieving and exceeding sales targets

• New business sales focus on State & Local

• Previous sales experience gained within software or IT sales organization ( ideally within both the IT and HCM, HR, HR Service Delivery, or Workplace Service Delivery space), managing large and complex deals

• Previous SaaS sales experience highly desirable

• Commercially astute, experience in developing business case and ROI together with customer’s personnel.

• Ability to articulate the value of solutions to prospects and customers and to leverage this to drive maximum revenue opportunity

• Ability to build strong relationships at all levels of both prospect /customer organizations including the CHRO level and internally across the business

• Executive presence and influencing skills

To be successful in this role you have:

• Demonstrable track record of achieving and exceeding sales targets

• New business sales focus…