Sr Enterprise Account Executive - Strategic Retail - job 1 of 2

As a Sr. Enterprise Account Executive - Strategic Retail at ServiceNow, your primary responsibilities include generating new business sales revenue from a SaaS license model, developing relationships with C-suite executives, creating and executing an account strategy, and being a trusted advisor to your clients. You'll engage in territory planning and work closely with various internal teams to drive sales and ensure customer success.

To qualify for the Sr. Enterprise Account Executive - Strategic Retail position at ServiceNow, you need at least 10 years of sales experience in software or solution sales. Experience managing strategic-level accounts, particularly with Home Depot or Chick-Fil-A, is a plus. Additionally, you should be familiar with integrating AI into work processes and possess exceptional relationship-building skills with C-level executives.

Experience in strategic retail is vital for the Sr. Enterprise Account Executive position at ServiceNow because it equips you with the industry-specific knowledge and connections necessary for understanding clients' unique challenges. This understanding allows you to provide tailored solutions that enhance their IT processes, fostering trust and credibility as you interact with key decision-makers.

The sales process for a Sr. Enterprise Account Executive - Strategic Retail at ServiceNow involves identifying potential clients, researching their business needs, crafting a tailored sales strategy, and engaging with C-level executives to present solutions. It also includes overseeing the facilitation of resources and managing cross-functional teams to ensure a smooth execution of deals.

During the interview process for the Sr. Enterprise Account Executive - Strategic Retail role at ServiceNow, you can expect to engage in discussions about your past sales experiences, particularly in strategic retail, your approach to account management, and how you leverage AI in sales. Be prepared to showcase your ability to build relationships with executive-level clients and demonstrate your understanding of the broader technology landscape.

In answering this question, highlight your strategic thinking and ability to analyze client needs. Emphasize the importance of establishing trust and relationships with various stakeholders and how you tailor your approach based on individual account requirements.

When discussing a past negotiation, focus on the strategies you implemented, how you understood the client's needs, and how you managed to bring in the right resources to close the deal. Use data to illustrate the success of your approach.

In your response, explain how you have either used AI-powered tools to streamline workflows or how you've analyzed AI-driven insights to inform your decisions. Discuss the impact of these technologies on sales outcomes and client relations.

Share your strategies for connecting effectively with C-level executives, such as understanding their business challenges, maintaining regular communication, and providing valuable insights that position you as a trusted advisor rather than just a salesperson.

Talk about your experience leading a mixed team of specialists, emphasizing collaboration, clear communication, and leveraging each member’s strengths to execute an effective sales strategy.

Discuss key factors that drive your success, such as setting clear, actionable goals, tracking your performance, and remaining adaptable in the face of challenges. Explain how these elements contributed to your achievements in previous roles.

Mention the methods you utilize to keep informed, such as attending industry conferences, following relevant publications, and networking with peers. Highlight how this knowledge directly benefits your approach to sales.

Define customer success in terms of ensuring that clients realize the value from their investment, which includes ongoing support and proactive communication throughout the post-sales process.

Describe your criteria for assessing the potential of accounts and leads, such as market size, relationship depth, and strategic alignment. Provide examples of how you've prioritized successfully in the past.

Share tactics for addressing objections, such as listening actively to concerns, empathizing with client perspectives, and providing clear, evidence-based solutions that align with their needs.