Digital Solution Sales Executive
Company Description
ServiceNow is making the world of work, work better for people. Our cloud-based platform and solutions deliver digital workflows that create great experiences and unlock productivity for employees and the enterprise. We're growing fast, innovating faster, and making an impact on our customers' and employees' lives in significant and important ways. With over 6,900 customers, we serve approximately 80% of the Fortune 500, and we're on the 2020 list of FORTUNE World's Most Admired Companies.®
We're looking for people who are ready to roll up their sleeves and help us build on our incredible momentum, our diverse, engaged workforce, and our purpose to make the world of work, work better.
Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.
Job Description
The right experienced sales representative will contribute to the growing team of Digital Solution Sales Executives managing our IT Operations Management, IT Business Management and IT Asset Management solutions in our Commercial sales organization. Experience understanding and communicating with CXO personas is also a plus.
What you get to do in this role:
- Be the sales expert for our IT Solutions Portfolio, meaning, for each of the solutions: know the right personas, the common pain points, any potential competitors, how to handle objections, and keep a collection of relevant customer stories ready to leverage
- Expand solution presence within existing accounts or find new logos while maintaining and growing your expertise in leading transformational technology concepts and methodologies
- Work as a business partner with account teams to develop pursuit strategies for engaging IT leadership at customers and partners
- Take over the sales motion in all Commercial accounts where there is an ITX opportunity
- Manage sales opportunities and business relationships, from the office, with influential contacts within Commercial Accounts
- Focus on understanding an organization's business drivers, challenges, pain points and how ServiceNow solutions provide business outcomes that align to those initiatives
- Meet or exceed Monthly, Quarterly and Annual sales objectives and revenue quota, constantly working towards daily, monthly & quarterly KPI metrics such as pipeline build, revenue attainment, ACV bookings and renewal rates
- Follow the sales process in order to win new ACV business
- Provide timely and accurate information to management such as forecasting and opportunity status
- Understand, develop and build a franchise within your assigned territory in order to consistently exceed quarterly and annual sales goals, and create successful, happy customers
- Facilitate resources necessary to further sales cycle such as Solution Consultants, Product Success, Customer Service, Marketing etc.
- Work with an amazing team of Solution Sellers
- Effective Data Management through internal and external sources such as CRM, social media, search engines and press
- Occasional travel for training and/or meetings may be required
Qualifications
To be successful in this role you have:
- 3+ years technology sales experience in enterprise software or consulting services, ideally to IT organizations
- Strong technical aptitude to understand the challenges a prospect is facing and to translate those to business outcomes ServiceNow can deliver, and to communicate the value
- Experience in selling enterprise class solutions in person or remotely via Zoom/WebEx/phone/etc.
- A thorough understanding of the sales process and the ability to navigate and progress short but complex sales cycles (3 - 12 months)
- Sales force automation, enterprise resource planning or other IT infrastructure management (monitoring and discovery) technologies a definite plus
- Presentation skills via web based tools
- Excellent listening, verbal and written skills
- Excellent relationship building skills - Ability to build meaningful business relationships with ServiceNow customers, prospects and internal colleagues
- Persistent, dependable and accountable
- Able to adapt to a constantly changing and growing environment
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.
All new employees hired in the United States are required to be fully vaccinated against COVID-19, subject to such exceptions as required by law. If hired, you will be required to submit proof of full vaccination or have an approved accommodation, by your start date. Visit our Candidate FAQ page to learn more.
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 [email protected] 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 .
Work Personas
Work personas are categories that are assigned to employees depending on the nature of their work. Employees will fall into one of three categories: Remote, Flexible or Required in Office.
Required in Office
A required in office work persona is defined as an employee who is contracted to work from or aligned to a ServiceNow-affiliated office. This persona is required to work from their assigned workplace location 100% of the work week based on the business needs of their role.
Flexible
A flexible work persona is defined as an employee who is contracted to work from or aligned to a ServiceNow-affiliated office and will work from their assigned workplace location roughly 3 days/week or less (generally around 40-60% of the work week). Flexible employees may choose to work the remaining working time from their workplace location or home. Flexible employees are required to work within their state, province, region, or country of employment.
Remote
A remote work persona is defined as an employee who performs their responsibilities exclusively outside of a ServiceNow workplace and is not contracted or aligned to a ServiceNow-affiliated office, including those whose place of work (pursuant to their terms and conditions of employment) is their home. Remote employees are required to work within their state, province, region, or country of employment.