Enterprise Account Exec - job 1 of 2

The primary responsibilities of the Enterprise Account Executive at ServiceNow include driving new business sales through a SaaS license model, developing relationships with C-suite executives, orchestrating account strategies with a virtual team, and acting as a trusted advisor to clients by assessing their business needs and how our solutions can enhance their IT capabilities.

To qualify for the Enterprise Account Executive position at ServiceNow, candidates should have a minimum of 7 years of sales experience in a software or solutions organization, adeptness in establishing trusted client relationships, experience achieving sales targets, and an understanding of the strategic landscape of IT. A collaborative attitude focused on customer success in a team environment is also essential.

ServiceNow invests in the professional development of its Enterprise Account Executives by offering access to comprehensive training programs, mentorship opportunities, and resources aimed at enhancing sales skills and product knowledge. This commitment helps ensure that employees stay ahead in a competitive industry and continuously improve their capabilities.

A successful Enterprise Account Executive at ServiceNow is someone who excels in building and maintaining strong relationships with key decision-makers, demonstrates a proactive approach to account planning, effectively collaborates with internal teams, and consistently meets or exceeds sales targets. They also possess a deep understanding of client needs and an ability to match these with ServiceNow's evolving solutions.

ServiceNow fosters a flexible and inclusive work culture for Enterprise Account Executives. The company prioritizes collaboration, innovation, and respect, recognizing the importance of diverse perspectives. Employees enjoy a work environment that encourages growth, teamwork, and a strong commitment to customer success, allowing them to thrive in their roles.

To build relationships with C-level executives, it's essential to conduct thorough research on their business needs and pain points. I would focus on genuine communication, adapting my approach to resonate with their objectives, and demonstrating how ServiceNow can directly impact their business success.

I manage my territory and accounts by prioritizing high-value prospects and creating a detailed account plan. This includes setting specific goals for engagement and regularly reviewing account performance. Additionally, I leverage CRM tools to track interactions and identify opportunities for deeper engagement.

Closing a deal in a competitive market requires a strong understanding of the client's needs, showcasing the unique value of ServiceNow's solutions, and preparing for objections with well-researched responses. I also emphasize building trust throughout the sales process, ensuring the client feels confident in their decision.

In a previous role, I faced a challenging situation where a major account was considering a competitor's solution. By investing time in understanding their concerns and presenting a tailored case of how ServiceNow could resolve their specific issues while also adding long-term value, I was able to turn the conversation around and secure the deal.

I prioritize my sales activities by assessing the potential impact and urgency of each opportunity. I categorize leads according to their likelihood to close and potential value, ensuring that I spend time on prospects that can deliver the greatest return on investment.

I am proficient in using various CRM systems like Salesforce, along with business intelligence tools for analytics and reporting. These tools help streamline my outreach, manage pipelines effectively, and provide insights into sales trends and client needs.

Handling objections requires active listening and empathy. I ensure that I fully understand the client's concerns before addressing them with relevant data or examples showcasing how ServiceNow has helped similar clients. This approach not only quelled concerns but often led to deeper discussions.

Teamwork is vital in my sales approach; collaboration with internal teams, including Solutions Consultants and Marketing, enables a comprehensive sales strategy. By leveraging diverse perspectives, we can present a unified and compelling value proposition to the client.

I admire ServiceNow's commitment to innovation and customer success. Being part of a company that values inclusivity and diversity while striving to create better work environments aligns perfectly with my professional values and ambitions. I'm excited about the opportunity to contribute to these efforts.

I stay updated with industry trends by regularly reading trade publications, participating in webinars, and attending relevant conferences. Networking with peers and engaging in online forums also allows me to stay knowledgeable about emerging trends and best practices in sales and technology.