Senior Solution Sales Executive - Core Business Services​/State and Local

Overview

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.

• 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

• 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 Service Now employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, Service Now may confirm the distance between your primary residence and the closest Service Now office using a third-party service.
• Equal Opportunity Employer
• Service Now is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.
• Accommodations
• We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact  for assistance.
• Export Control Regulations
• For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), Service Now may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon Service Now obtaining any export license or other approval that may be required by relevant export control authorities.
• From Fortune. ©2025 Fortune Media IP Limited. All rights reserved. Used under license.