Enterprise Account Executive - Healthcare

Enterprise Account Executives at ServiceNow are tasked with driving new business sales revenue via a SaaS license model. They engage in account planning and research for prospects, build relationships with C-suite executives, oversee client relationship mapping, and orchestrate account strategies across a diverse virtual team, ensuring collaborative efforts lead to successful outcomes.

To excel as an Enterprise Account Executive at ServiceNow, candidates should possess a minimum of 7 years of sales experience within a software or solutions sales organization. Successful applicants should be adept at establishing trusted relationships, negotiating deals, and demonstrating a customer success focus in team settings. A comprehensive understanding of IT roadmaps and the ability to maintain relationships with C-Level executives are also crucial.

While specific healthcare experience is not mandatory for the Enterprise Account Executive role at ServiceNow, candidates should have a strong background in sales related to software or solutions. Understanding the unique challenges and needs of healthcare businesses, along with the ability to engage with senior executives, will enhance effectiveness in this position.

ServiceNow is committed to providing ongoing support for professional growth and development. As an Enterprise Account Executive, you'll work alongside a collaborative team that encourages learning and innovation. The flexibly designed work personas at ServiceNow foster an environment where you can thrive, continually expanding your skills and network.

The company culture at ServiceNow is one of inclusivity and empowerment, making it a great environment for Enterprise Account Executives. With a focus on collaboration and diversity, ServiceNow embraces unique experiences, fosters teamwork, and emphasizes the importance of customer success and innovation in their approach.

When answering this question, provide specific examples of your past SaaS sales experiences, detailing your approach to generating leads, closing deals, and how you contributed to your previous organization's revenue goals. Highlight any particular strategies or tools that have proven successful.

Focus on explaining the strategies you utilize for relationship-building, like thorough research, understanding their business challenges, and personalized communication. Share examples demonstrating how your relationship management led to successful sales outcomes, emphasizing active listening and high-quality engagement.

Describe your approach to account planning, including market research, identifying key stakeholders, and crafting tailor-made engagement strategies. Provide insights into how you adapt your tactics based on competitive analysis and customer needs, showcasing your analytical skills.

Discuss your technique for addressing objections, including active listening and empathy. Emphasize your ability to identify the root cause of objections, provide clear and concise information, and demonstrate how you pivot challenges into opportunities for the prospect.

Share a narrative that outlines the challenging sales target, the strategies you employed to achieve it, and the outcomes. Highlight your resilience, analysis, and teamwork involved in reaching that goal, demonstrating your commitment to success.

Express your viewpoint that customer success should be at the forefront of sales roles. Discuss how ensuring customer satisfaction and long-term success aligns with your sales strategy, and share examples of how you've contributed to customer success in previous roles.

Discuss the resources you use to stay informed on relevant industry trends, such as industry publications, webinars, and networking events. Emphasize your proactive approach in adapting to changes and how that informs your sales tactics.

Provide an example of a successful team collaboration, emphasizing your role, the objective, and the outcomes. Highlight the strengths of collaboration and how you foster an inclusive environment to achieve team goals.

Name the specific software and tools you have used in past sales roles, detailing how they helped streamline your processes, manage customer relationships, and optimize your sales strategy. Highlight your adaptability to different technologies.

Articulate your enthusiasm for ServiceNow's mission, values, and innovative solutions. Discuss how your experience aligns with the company’s goals in the healthcare sector and your eagerness to contribute to their success in making the world work better.