Enterprise Account Executive - job 2 of 4

As an Enterprise Account Executive at ServiceNow, your primary responsibilities include developing strategic relationships with C-suite executives, executing account planning, and driving new business sales revenue through our SaaS model. You’ll be tasked with overseeing client relationships, orchestrating collaborative strategies among account teams, and understanding client needs to provide tailored IT solutions.

To qualify for the Enterprise Account Executive role at ServiceNow, candidates should have at least 7 years of experience in software or solutions sales. Additionally, a proven track record of establishing trusted client relationships, achieving sales targets, and negotiating deals successfully is essential. Understanding the broader IT landscape and demonstrating a customer success focus in a collaborative environment are also important.

ServiceNow is committed to inclusivity, welcoming candidates from diverse backgrounds for the Enterprise Account Executive position. We value unique experiences, including non-traditional career paths, and believe that diverse perspectives enrich our team. We encourage all qualified applicants to apply, regardless of their background.

The career growth for an Enterprise Account Executive at ServiceNow is promising, with various opportunities to advance within the organization. Due to our culture that promotes collaboration and innovation, you can transition into higher-level strategic roles or explore other facets of the business, all while expanding your professional network and honing your sales skills.

Yes, ServiceNow promotes a flexible work environment by applying work personas tailored to the nature of roles. As an Enterprise Account Executive, you may have opportunities for remote work or flexible schedules, depending on your individual and team needs. We believe in fostering trust and flexibility to help our employees thrive.

When addressing this question, share a specific example highlighting your approach to researching the executives' needs, identifying pain points, and tailoring your communication strategy to resonate with their goals. Emphasize the importance of relationship building and providing measurable solutions.

In answering this question, discuss your methods for segmenting clients based on importance, potential revenue, and strategic goals. Mention tools or frameworks you use to stay organized, ensuring you're able to effectively allocate time and resources to each account while maintaining a high level of service.

Talk about your commitment to regular engagement with C-Level executives, such as structured check-ins or quarterly business reviews. Also, mention your focus on being a valuable resource by sharing insights and updates on market trends relevant to their business.

Provide a detailed account of a specific objection you faced, the tactics you used to address it, and the eventual positive outcome. This showcases your problem-solving skills and your ability to empathize with client concerns while still moving the conversation forward.

In your response, highlight your commitment to understanding client objectives and aligning your sales approach with their long-term goals. Emphasize the importance of post-sale follow-ups and your role in advocating for clients within your organization.

Outline your research methods, such as studying industry reports, engaging in network discussions, and analyzing competitors. This demonstrates commitment to understanding the client's environment and positioning yourself as a knowledgeable advisor.

Explain your approach to time management and how you create a structured plan that allocates specific periods for both acquiring new clients and nurturing existing relationships, thus ensuring that each client feels valued and supported.

Discuss how collaborating with team members across various departments strengthens your sales efforts. Highlight how diverse input enriches your strategies and improves the overall customer experience.

Mention key performance indicators such as the number of deals closed, revenue generated, and customer satisfaction scores. Explain why these metrics matter not just for personal assessment but for driving overall company growth.

In your answer, articulate a genuine passion for ServiceNow's mission and values, indicating how they align with your career goals. Mention specific elements like their innovative technology and commitment to customer success that excite you about the opportunity.