Senior Client Director, Social Services- Federal Government

As a Senior Client Director at ServiceNow, your responsibilities will include leading the Social Services area for Federal Government, driving new business revenue through SaaS sales. You'll create and execute account and territory plans, build relationships with C-suite executives, and work with a diverse team to deliver tailored solutions. Engaging in strategic discussions, identifying client needs, and acting as a trusted advisor will be crucial components of your role.

To qualify for the Senior Client Director role at ServiceNow, candidates should possess at least 10 years of sales experience in software or solutions environments. It's essential to have a proven track record of establishing trusted relationships with clients, achieving sales targets, and promoting a customer success approach. Knowledge and experience in integrating AI into business processes will also be beneficial.

Key skills for a Senior Client Director at ServiceNow include strong relationship-building capabilities, strategic thinking, negotiation expertise, and a thorough understanding of IT and AI applications. The ability to collaborate effectively within a team and communicate complex solutions to various stakeholders is equally important for achieving success in this role.

ServiceNow supports its Senior Client Directors through a robust infrastructure that includes collaborative teams of Solutions Consultants, Specialists, and Marketing resources dedicated to client engagement. With comprehensive training, augmented by access to advanced AI tools, clients will have the resources necessary to effectively meet their sales targets and deliver on their commitments.

Yes, as a Senior Client Director at ServiceNow, you should be prepared to travel up to 50% of the time. This travel typically includes client meetings and strategic engagements, essential to building relationships and providing tailored solutions in the Federal Government space.

In answering this question, provide detailed examples of your sales experience, highlighting specific achievements such as revenues generated, clients acquired, or innovative solutions sold. Emphasize your strategic approach to building relationships and working collaboratively with other teams.

Discuss your strategies for establishing trusted relationships by focusing on understanding client needs and business goals. Offer examples where you've successfully ensured client satisfaction by aligning service offerings with their strategic direction.

Explain how you leverage AI to enhance your understanding of client businesses or improve sales processes. Mention any specific tools or technologies you’ve used and how they provided insights that led to better client engagement and solution offerings.

Provide insights into your sales tracking methodologies, such as CRM tools or reporting metrics. Discuss how these tools help you stay organized and ensure you’re aligned with your defined sales goals while continuously optimizing your strategy.

Share a specific negotiation experience. Detail the context of the deal, outline your negotiation techniques, and reflect on how you maintained positive relationships while achieving favorable outcomes.

Elaborate on your methods for researching and segmenting prospects within your territory. Discuss the frameworks you use to prioritize engagements and how you achieve results through organized planning.

Discuss your approach to fostering collaboration across teams, such as regular communication, shared goals, and leveraging technology for project management. Highlight your experiences with leading cross-functional teams towards a common objective.

Explain how you identify client challenges through active listening and thorough research. Share examples of how you’ve effectively transformed pain points into strategic solutions that added value to clients.

Share your intrinsic motivators and how you set personal benchmarks aligned with professional targets. Discuss techniques you use to maintain enthusiasm and energy in the competitive sales landscape.

Provide a list of targeted questions you would pose to clients to uncover their strategic goals, existing challenges, and how they view technology’s role in their operations, showcasing your consultative selling approach.