Sr New Logo Account Executive, Higher Education

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 - ServiceNow 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.
Job Description
The Sr. New Logo Account Executive - Higher Education is a pivotal role to ensuring ServiceNow's continued growth. In this role, you will identify, qualify, close, and manage new business by strategically navigating a targeted set of Higher Education prospects across the United States. By deeply understanding their unique company challenges and goals, you will pair them with solutions that will help them reach their business objectives and blaze new trails within their organizations. You play a critical part in our "DESCO21" go-to-market strategy, and you will be set up for success within a fast paced, collaborative, and inclusive culture.
You are a self-starter and an innovator. You will establish relationships within a defined set of accounts to achieve net new revenue growth targets for your given territory. By leveraging analytics, case studies, past performance, and market intelligence, you will create a territory plan and craft your own target account strategies. You will then apply these strategies and leverage your extended sales team and partner ecosystem to sell the value and long-term ROI of one or more of our industry leading solutions.
Post-sale you will continue to manage customers you have converted from prospects, in addition to continued focus on net new logos.
What you get to do in this role:
• Strategic territory planning - Follow a disciplined and analytical approach to planning and maintaining a target new account pipeline. Keep pipeline current and progressing.
• Sales strategies - Develop effective and specific account plans to maximize new revenue growth. Develop and leverage relationships throughout our strong partner networks and in your net new customer accounts to drive strategy through organization.
• Creative marketing and prospecting - Think outside-the-box to cultivate awareness of the ServiceNow vision. Strong planning and execution of targeted campaigns for your territory.
• Customer Acumen - Actively understand each customer's strategic growth plans, technology footprint and corresponding technology strategy, internal challenges and competitive landscape. Review public information (e.g., new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
• Prospect, qualify, advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
Qualifications
To be successful in this role you have:

• Current location in major metro within the United States. If Pacific Time or Eastern Time based, ongoing flexibility to adjust your daily schedule across multiple time zones.
• 5+ years of quota-carrying, technology solution-based direct sales experience (Enterprise accounts preferred)
• Proven track record of new logo sales in SaaS (Domain experience preferred in areas such as HR/Finance/Supply Chain Management, IT Service Management, Security Operations, Customer Service Management, or IT Operations Management)
• Consistent achievement or surpassing of sales targets
• Strong sales strategy and planning skills with measurable experience prospecting to bring in new business
• Ability to break down a complex sales process into discrete activities. Demonstrated perseverance and creativity in opening doors and engaging prospects.
• Excellent interpersonal skills to lead matrix teams and establish trust with prospective customers
• Alignment with our ServiceNow values to "stay hungry and humble," always curious, adaptable within a fast paced environment
• Willingness to travel 20-40% (across United States, as needed)

Preferred Qualifications

• Experience selling Enterprise software to Higher Education
• Success selling various SaaS solutions across all lines of business
• Demonstrated experience in keeping accurate forecast of your territory, monthly/quarterly/annually, utilizing sales tools and analytics to target customers with higher propensity to buy and creating strategies that maximize success

Not sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate!
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. Learn more here .
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.
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