Senior Solution Sales Executive, Autonomous IT

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 — 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 Solution Sales Executive will oversee market success of Service Now's Autonomous IT products. You will play a leading role in engaging assigned accounts and be responsible for the creation of new business and pipeline across a substantial portion of the Service Now sales cycle and methodology. You will oversee executive relationship management for assigned accounts; lead and partner with virtual teams, including Core Field, Solution Sales, Solution Consulting, Support and Professional Services.

• Oversee worldwide development of assigned accounts
• Develop a sales strategy in the allocated territory with a target prospect list, and a regional sales plan for your assigned account and/or territory.
• Develop relationships with multiple C-suite personas (e.g., CFO, CIO, COO, CDO) across Technology Workflows product
• Arrange and conduct initial Executive and CxO discussions and position meetings
• Collaborate closely with your Solution Consulting counterpart and extended team to deliver ‘art of the possible’ demonstrations showcasing Service Now’s Technology Workflows product(s) & solution(s), orchestrating relationships as required.
• Develop a clear roadmap and building capabilities across our clients and Service Now teams to promote an outstanding customer experience
• Be the trusted advisor to the customer by understanding their existing and future Technology and Operations roadmap to drive the Service Now platform
• Own and Lead Technology Workflows opportunities all the while collaborating closely with Core Sales Teams (AE’s, SC’s, Leadership) and other Service Now Solution Areas (Creator, Employee, CRM) to deliver outcomes-based solutions to our clients and prospects.
• In partnership with assigned Account Executive and Solution Consultant, present our Technology Workflows offering directly to prospects, customers, partners and at industry events and seminars
• Articulate customer success strategies to the field to streamline and standardize Platform presentations and value proposition
• Prospect qualification and the development of new sales opportunities and ongoing revenue streams with limited support from inside sales
• Sales process management and opportunity closure
• Ongoing account management to ensure customer satisfaction and drive additional revenue streams

• Deep (8+ years) experience in software solution sales, preferably within a Technology, IT Operations, Infrastructure Observability vendor

• Deep understanding of the business of IT including demand, resource, portfolio and asset management, along with technical concepts around application development, infrastructure, operations, automation and cloud
• Evidence of technology solution-related business processes
• Experience leading virtual or matrixed teams
  
  Ability to understand broad, macro-level business IT needs

• Experience establishing trusted relationships with other teams
• Ability to produce new business, negotiate deals, and maintain healthy C-Level relationships
• Able to thrive in a fast paced, growing, deadline driven environment
• Willingness to go above and beyond to win in the market against stiff competition
• Ability to communicate complex issues in simple terms via written and oral media, to a variety of different audiences
• Ability to forge strong business relationships and connect with both C-level execs at customers as well as with individuals in Service Now internal and external eco-system
• Excellent communication and presentation skills
• Regional travel required up to 50%
• Fluency in English and the…