Account Executive, Energy, Utilities and Infrastructure, Melbourne

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, ServiceNow is the AI control tower for business reinvention. Our ServiceNow 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.

Job Description

ServiceNow is hiring an Account Executive to lead new business across a portfolio of Australia's most asset-intensive organisations. The patch spans two connected pillars: the energy and utilities companies powering the transition (generation, retail, transmission, water, oil and gas), and the construction, engineering and infrastructure services firms that build, maintain and operate the assets behind it. These are organisations running complex field operations, large capital programs, and workforces that increasingly live outside head office.

You will own a defined set of accounts and generate new SaaS license revenue through disciplined account and territory planning, prospect research, executive engagement and consistent field-based selling.

Responsibilities

Build trusted relationships with C-suite stakeholders across IT, operations, finance, HR, risk and digital (CIO, COO, CFO, CHRO, Chief Risk Officer, Chief Digital Officer, Head of Asset Management, Head of Field Services, Head of Major Projects) and translate ServiceNow's value into outcomes that resonate in an asset-heavy business
Run a coherent account strategy across two distinct customer types: energy and resources customers focused on the transition, grid and asset reliability, ESG reporting and operational resilience; and construction, engineering and infrastructure services customers focused on project delivery, mobile workforces, safety, supplier risk and operating margin
Orchestrate a virtual account team of Solution Consultants, Solution Specialists, Customer Success, Partners and Marketing, with clear ownership of relationship mapping and coverage
Help customers think through where ServiceNow fits across IT, employee experience, customer and field service, risk and compliance, and the workflows connecting their corporate functions to their field and project operations
Bring the right specialist and partner resources into deals at the right time, including industry SMEs and partners with credibility in energy, resources, infrastructure or construction
Drive pipeline through outbound activity, executive engagement, partner co-sell and disciplined territory planning
Own forecast accuracy, pipeline hygiene and account coverage across the patch

Qualifications

7+ years of enterprise software or solutions sales experience, ideally with exposure to one or more of: energy, utilities, resources, oil and gas, mining, construction, engineering services, infrastructure services or property
A track record of consistently achieving and exceeding new business targets in complex, multi-stakeholder enterprise deals
Experience selling at the C-suite and building genuine trusted advisor relationships, not just executive sponsorship on a slide
The ability to navigate organisations where the most important users sit in the field, on a project, or on a site, not behind a desk
A view on how AI is changing the work you do and the work your customers do, whether that is using AI tools in your own selling, helping customers think through AI in their operations, or understanding how AI-driven workflows shift the conversation
A win as a team mindset and a strong instinct for orchestrating virtual teams across SC, success, partner and marketing functions
Comfort operating in a high-growth environment where account coverage, planning and pipeline hygiene are non-negotiable

Why this territory

The patch sits at the intersection of two of the biggest themes in Australian enterprise: the energy transition and the infrastructure build-out. Customers across both pillars are under genuine pressure to modernise the way they manage assets, people, risk and customer experience, and ServiceNow is increasingly part of that conversation. This is a territory where strategic patience, account depth and credibility with operational leaders matter as much as transactional pace.

Additional Information

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 ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

Equal Opportunity Employer

ServiceNow 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 [email protected] 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), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.