Enterprise Account Executive, FSI (Philippines)

As an Enterprise Account Executive at ServiceNow, your primary responsibilities will include developing impactful relationships with C-suite executives in the financial services industry, conducting thorough account and territory planning, and executing effective sales strategies to generate new business revenue. You will serve as a trusted advisor to clients, ensuring they understand how ServiceNow's solutions can support their business objectives.

To qualify for the Enterprise Account Executive role at ServiceNow, you should have at least 7 years of sales experience within a software or solutions sales organization, particularly in the banking, financial services, and insurance (BFSI) sector in the Philippines. Proven success in achieving sales targets and establishing trusted client relationships is essential. Strong negotiation skills and the ability to understand the broader IT landscape are also critical.

Yes, the Enterprise Account Executive position at ServiceNow requires frequent travel to the Philippines. This role involves building and maintaining relationships with clients in that region, so being comfortable with travel is important for fulfilling the responsibilities effectively.

ServiceNow is committed to inclusivity and diversity in the workplace. We welcome candidates from diverse backgrounds, including non-traditional paths, believing that unique experiences can enhance our team's creativity and effectiveness. We strive to create an accessible environment and encourage applications from all qualified individuals.

At ServiceNow, the culture is dynamic and collaborative. As an Enterprise Account Executive, you’ll work within a supportive team environment that emphasizes customer success and teamwork. We foster a culture of trust and flexibility that adapts to the diverse work personas of our employees, enabling you to thrive in your career.

In answering this question, provide specific examples of your past roles where you've successfully sold software solutions to BFSI clients. Highlight achievements related to revenue generation, relationship-building, and how your approach has led to customer satisfaction and retention.

To answer effectively, share your strategies for engaging C-suite executives, such as your research methods, communication style, and examples of prior successful interactions. Emphasize the importance of understanding their business needs and aligning your solutions.

Share a specific story about a challenging deal you closed, detailing the obstacles you faced, the strategies you employed, and the outcome. Emphasize your negotiation skills and how you leveraged collaboration with your team to achieve success.

Discuss the sales methodologies you have applied in your previous roles, such as SPIN Selling or Solution Selling. Explain how these methodologies have positively influenced your sales process and the resulting sales performance.

Emphasize the importance of customer success in your sales approach by discussing how you prioritize understanding the client’s goals and ensuring that your solutions are beneficial long-term. Use examples to illustrate how you've integrated customer success into your sales strategy.

Explain your techniques for handling objections, such as actively listening to the client's concerns, empathizing with their position, providing evidence to address their objections, and steering the conversation back to the value your solution offers.

Discuss key performance indicators (KPIs) that you monitor, such as sales conversion rates, client acquisition costs, and customer satisfaction scores. Elaborate on how these metrics guide your strategy and improve your sales approach over time.

Explain your methods for staying informed about industry trends, including reading industry publications, attending webinars, and networking with other professionals. Highlight how this knowledge has informed your sales strategies and customer engagements.

Describe your process for prioritizing accounts, which may include analyzing potential revenue, relationship history, and strategic alignment with your company's goals. Discuss how this prioritization impacts your overall sales strategy.

Share your insights on the challenges, such as the need for a deep understanding of their business priorities and the complexity of their decision-making processes. Illustrate how you've navigated these challenges in your past sales experiences.