Global Account Executive - Global System Integrators Vertical. - job 4 of 4

As a Global Account Executive at ServiceNow, you will oversee high-level executive relationships for marquee accounts like Kyndryl. This involves fostering new business opportunities, leading virtual teams across various departments, and providing strategic guidance in areas such as technology modernization and AI utilization. Additionally, you will manage worldwide account development and ensure financial targets related to licenses, renewals, and professional services are met.

To qualify for the Global Account Executive role at ServiceNow, you should have at least 7 years of experience in enterprise software sales, specifically targeting customers in the Global System Integrators vertical. Experience in relationship management, strategic sales planning, and revenue growth is critical. Familiarity with SaaS solutions and a strong understanding of IT Service Management processes will also benefit candidates seeking to excel in this position.

At ServiceNow, we believe in fostering growth and success for our Global Account Executives through ongoing training, mentorship, and collaborative teamwork. You will be encouraged to leverage innovative strategies, gain insights from diverse experiences, and access various resources to enhance your skills in technology modernization and AI utilization within the GSI vertical. Our commitment to inclusivity also ensures that every voice is valued in this journey.

ServiceNow prides itself on creating an inclusive environment where all candidates are welcomed, regardless of their backgrounds. For the Global Account Executive position, we encourage applicants from non-traditional paths, recognizing that diverse skills and experiences contribute to innovative solutions. We believe a rich tapestry of perspectives enhances our ability to address client needs and create transformative experiences.

The Global Account Executive role at ServiceNow may require up to 50% travel, depending on the candidate's geographic location. This travel will primarily involve meeting with clients and engaging in strategy meetings to build and strengthen executive relationships. Our flexible approach ensures you can manage your travel commitments effectively while achieving success in your role.

To establish strong relationships with executive-level clients, I would prioritize active listening and tailored communication strategies. It’s essential to understand their unique business goals and challenges deeply. Scheduling regular check-ins, sharing relevant industry insights, and ensuring that they feel valued beyond transactional interactions will help to build trust and long-term partnerships.

In my previous roles, I leveraged AI-powered tools to enhance workflow efficiency and automate routine tasks. I’ve participated in developing solutions that integrate AI insights into decision-making processes, driving smarter outcomes for clients. My understanding of AI's transformative potential allows me to align ServiceNow's offerings with the specific needs of customers looking to modernize their technology.

Effective prioritization in a virtual team setting involves clear communication, structured plans, and openness to collaboration. I use project management tools to track progress, share updates, and coordinate efforts among team members. Setting regular meetings to discuss priorities and leveraging each team member’s expertise helps streamline our approach to managing multiple accounts effectively.

The challenges in enterprise software sales include rapidly evolving technology trends, increased competition, and shifting customer expectations. Staying ahead requires continuous learning, adapting to market changes, and ensuring our solutions align with client needs. Building relationships and trust can also be challenging, but with a focus on delivering value and addressing pain points, these challenges can become opportunities for growth.

I ensure customer satisfaction by actively engaging with clients to understand their needs and providing timely support throughout the sales process. Regular feedback sessions and leveraging data-driven insights help me to proactively address any potential issues before they arise. Committing to an outstanding customer experience not only solidifies their trust but also fosters long-lasting partnerships.

In my previous role, I implemented a consultative sales approach where we prioritized understanding the client’s business challenges before proposing solutions. This involved conducting in-depth needs assessments and creating personalized strategic plans that resonated with their goals. As a result, we achieved a 30% increase in customer retention and significantly expanded our service contracts.

My approach to goal-setting involves setting SMART (Specific, Measurable, Achievable, Relevant, Time-Bound) objectives that align with both company goals and client needs. I regularly review and adjust my strategies based on performance analytics and client feedback, which helps me stay focused on achieving sales targets and identifying growth opportunities.

My experience with SaaS solutions in IT Service Management includes implementing platforms that enhance service delivery and streamline operations. I have worked with various organizations to transition to cloud-based solutions, focusing on process optimization, user experience, and improving service response times. This knowledge enables me to effectively articulate the value of ServiceNow's offerings to prospective clients.

Building trust with new clients starts with open and honest communication. I focus on transparency regarding timelines, expectations, and deliverables. Additionally, demonstrating reliability by following through on commitments and delivering consistent quality of service fosters a strong foundation of trust. Sharing testimonials and case studies can also reassure new clients about the value we provide.

I am particularly interested in the Global Account Executive role at ServiceNow because of your commitment to innovation and customer-centric solutions. With my background in enterprise software sales and a passion for technology, this opportunity perfectly aligns with my career aspirations. I admire ServiceNow's reputation for fostering growth and inclusion and am eager to contribute to your team's success.