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Senior Services Solution Sales Account Executive

Company Description

At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you. 

With more than 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies™.

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.

Job Description

What you get to do in this role:

  • Act as the primary point of contact for the customer with regards to ServiceNow’s Expert and Success Services portfolio
  • Lead engagement negotiation, ensuring legal and operational stakeholder evaluations are performed resulting in acceptable organizational risk taken by ServiceNow
  • Work with the license and solution sales teams to ensure that Expert and Success services are appropriately positioned on all designated accounts. This may be through ServiceNow staff or through partners or a combination of both
  • Ensure that plans are developed such that the full array of licensed product may be deployed not just that which might be needed for a first project
  • After the initial license sale look for other business opportunities within designated accounts which may allow further ServiceNow products to be licensed and keep the sales organization appraised of any such opportunities
  • Drive the client to provide references 
  • Exceed services sales quotas
  • Ensure successful transition to the Delivery organization through comprehensive briefings and handover
  • Identify business development plans for accounts with low customer satisfaction, low adoption/usage and upgrade requirements
  • Ensure that each Expert and or Success services proposal is contracted such that the chances of successful delivery; on time, on budget and delivering the agreed functionality are maximized
  • Ensure that each services proposal is drafted to maximize the chances of the client providing high marks for project satisfaction.
  • Drive service references
  • Ensure that each services contract enables revenue to be recognized in a timely and consistent fashion with minimal risk of detrimental revenue adjustment

Qualifications

To be successful in this role you have:

  • Experience in selling professional services and/or solutions in the software (SaaS) industry
  • Consultative solution sales experience, preferably in the Public Sector
  • Ability to establish and foster strong relationships within the internal and external ecosystem, ensuring effective engagement with core teams and customers
  • Proficient communication skills, analytical abilities, and a comprehensive understanding of cloud application technology and trends
  • Demonstrated track record of meeting and surpassing quota and key success metrics
  • Capability to segment account lists and determine appropriate resource allocation
  • Cross-functional teamwork skills, including the ability to navigate tough conversations and challenging meetings with internal and external stakeholders
  • Ability to balance strategic and tactical skills, demonstrating a high level of intellectual agility
  • Strong emphasis on taking ownership and meeting deadlines while managing multiple opportunities simultaneously
  • British Military background would be advantageous
  • Right to work in the UK

 

Additional Information

ServiceNow is an Equal Employment 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.

At ServiceNow, we lead with flexibility and trust in our distributed world of work. Click here to learn about our work personas: flexible, remote and required-in-office.

If you require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at talent.acquisition@servicenow.com for assistance.

For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the U.S. Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the U.S. Government.

Please Note: Fraudulent job postings/job scams are increasingly common. Click here to learn what to watch out for and how to protect yourself. All genuine ServiceNow job postings can be found through the ServiceNow Careers site.

 

From Fortune. © 2022 Fortune Media IP Limited All rights reserved. Used under license.

Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of, ServiceNow.

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