Enterprise Account Executive - Healthcare (Provider)

As an Enterprise Account Executive - Healthcare at ServiceNow, your main responsibilities will include driving new business sales revenue through a SaaS license model, establishing strong relationships with C-suite executives within healthcare providers, conducting thorough account and territory planning, and implementing effective business development strategies. You'll also orchestrate account strategies across various teams and be a trusted advisor by understanding your customers' needs and IT roadmap.

To qualify for the Enterprise Account Executive - Healthcare position at ServiceNow, candidates should have at least 7 years of sales experience in a software or solutions sales organization, preferably targeting healthcare providers. Additionally, candidates must demonstrate the ability to establish trusted relationships with clients, achieve sales targets, and possess a deep understanding of current healthcare IT trends.

The compensation structure for the Enterprise Account Executive - Healthcare role at ServiceNow includes a competitive base salary, variable/incentive compensation based on performance, and equity options (when applicable). The On Target Earnings (OTE) structure is designed to reward high performance and includes various benefits such as flexible spending accounts, a matched 401(k) plan, and comprehensive health plans.

As an Enterprise Account Executive - Healthcare at ServiceNow, you can expect a flexible remote work environment, particularly as the role supports remote operation in areas such as Raleigh, NC, and surrounding regions. ServiceNow promotes a culture of trust and flexibility, encouraging a work-life balance while achieving ambitious sales goals.

While prior experience in healthcare sales is highly beneficial for the Enterprise Account Executive - Healthcare position, ServiceNow values diverse backgrounds and experiences. Candidates are encouraged to apply even if they do not meet every qualification, as unique perspectives can contribute significantly to our team's success.

When answering this question, highlight specific instances where you've established relationships with C-suite executives, detailing how you navigated complex sales processes and tailored your approach to meet their unique business needs. Show how your strategic communication skills helped build trust and drive sales.

For this question, discuss your approach to account planning, including research on the healthcare provider's market position, identifying decision-makers, and leveraging data to create customized solutions. Emphasize your teamwork with other departments to ensure a unified strategy.

Share specific strategies you've successfully implemented, such as leveraging industry events, utilizing CRM tools for lead tracking, or employing targeted marketing campaigns. Illustrate how these strategies have led to concrete results and reinforced your client relationships.

In answering this question, be honest about the challenge and provide a detailed account of how you addressed the issue through creative problem-solving, teamwork, or effective communication. Highlight the learning experience and how it positively influenced your future sales efforts.

Explain your methods for keeping informed about industry trends, such as following relevant publications, participating in webinars or conferences, and engaging with professional networks. Mention how this knowledge influences your sales approach and client advice.

Discuss the key performance indicators (KPIs) that are critical to your sales strategy, including revenue growth, client acquisition rates, retention metrics, and customer satisfaction scores. Provide examples of how tracking these metrics has helped you optimize your approach.

Share a specific example where teamwork led to success, detailing how you coordinated with solutions consultants or marketing teams to present a cohesive approach to the client, and how the collaboration amplified the end result.

Describe your negotiation philosophy, emphasizing the importance of listening and understanding the client's concerns. Highlight techniques you would use to address objections and build value before proposing solutions tailored to the client's needs.

Explain your lead follow-up process, including how you prioritize leads based on potential value, set reminders or use CRM tools for follow-up, and the communication strategies you adopt to keep prospects engaged without overwhelming them.

Articulate your passion for the role, mentioning ServiceNow's commitment to innovation in healthcare IT. Discuss what excites you about the culture of diversity and inclusivity and how you envision contributing to the company's mission of making work better for everyone.