Sr. Solution Sales Executive – State & Local Government; OT​/Cyber-Physical Systems), US West

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.

Armis from Service Now, protects the entire attack surface and manages an organization’s cyber risk exposure in real time. Combined with Service Now’s Security and Risk capabilities, as well as Identity Security capabilities from Veza, we bring together all critical capabilities to secure every asset, every identity - incl. AI Agents - across all environments with the right level of context - security, operational and business - to build the first of its kind autonomous defense platform for the Agentic Enterprise.

You will drive new business sales revenue for Service Now's OT/Cyber-Physical Systems portfolio — including Armis OT visibility and security, Cyber Asset Security, and USEM for OT — within state and local government accounts across the US West territory. You will accomplish this through account and territory planning, prospect research, business development strategy, and field-based sales execution against a defined set of accounts.

What you get to do in this role:

• Develop relationships with OT and cybersecurity leaders (e.g., CISO, VP/Director of OT Security, Plant/Facility Operations leaders, Critical Infrastructure Program Owners) within state and local government organizations
• Build and lead account strategy across a broad virtual team:
  
  Client Directors,Solution Consultants, Armis specialists, Partners, and Marketing to orchestrate coverage of both IT and OT stakeholders
• Be a trusted advisor by understanding each customer's OT/cyber-physical risk posture and regulatory obligations, and advising on how Service Now's OT security portfolio fits their broader security and asset management roadmap
• Identify and bring in the right specialist or support resource at the right time, particularly OT/ICS security and Armis subject-matter expertise

To be successful in this role you have:

• Experience leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving — e.g., AI-powered tools, workflow automation, AI-driven insights, or exploring AI's impact on the function or industry
• 7+ years of sales experience within a software or solutions sales organization
• Must have prior US Government sales experience (State / Local/ Federal)
• Experience selling cybersecurity, ideally OT/ICS security(i.e.Claroty, Nozomi, Tenable), cyber-physical systems, or asset security solutions
• Knowledge of and experience selling into state and local government or other critical infrastructure sectors (e.g., utilities, transportation, water/wastewater)
• Experience establishing trusted relationships with current and prospective clients and cross-functional teams
• Ability to produce new business, negotiate deals, and maintain healthy relationships with senior security and operations stakeholders
• Track record ofoverachieving sales targets
• Ability to understand the "bigger picture" of a customer's OT/IT convergence and security strategy and bring it to life commercially and technically
• Experience promoting a customer-success focus in a "win as a team" environment

For positions in this location, we…