Senior Solution Sales Executive (Customer Workflows)

As a Senior Solution Sales Executive for Customer Workflows at ServiceNow, your primary responsibilities include overseeing market strategies for our Customer Workflow products, supporting account planning processes, and helping customers envision the full potential of digital transformation. You will work closely with account teams, provide coaching to colleagues, and customize your responsibilities based on territory needs.

To excel in the Senior Solution Sales Executive role at ServiceNow, candidates should possess over 7 years of experience, preferably in sales or customer service roles. A strong understanding of business sales processes and a proven ability to demonstrate ROI for specialty solutions are crucial. A background in technology sales will give you a significant edge.

Yes, the Senior Solution Sales Executive role at ServiceNow does require travel, typically ranging from 30% to 50%. This travel is essential for meeting clients, participating in industry events, and collaborating with your team in various territories.

At ServiceNow, the work environment for a Senior Solution Sales Executive is both flexible and inclusive. We prioritize a culture that values diversity and creates an open atmosphere for collaboration and innovation, as employees can work from various locations based on their work persona.

ServiceNow offers a competitive compensation package for the Senior Solution Sales Executive role, including a base salary ranging from $130,950 to $216,050, along with equity options, variable compensation, health plans, and a robust 401(k) plan with company matching. Additional benefits include flexible spending accounts, family leave programs, and a flexible time-away plan to support work-life balance.

When developing a territory strategy as a Senior Solution Sales Executive, I begin by analyzing market trends and existing opportunities in the territory. I engage with key stakeholders to gather insights on their challenges and needs, aligning my strategy with their objectives. This collaboration not only helps me to prioritize accounts but also ensures our goals are in sync.

To demonstrate the value of digital transformation to clients, I focus on providing tailored case studies and ROI data that resonate with their specific industry challenges. I engage in consultative discussions to understand their pain points and illustrate how our Customer Workflow products can create efficiency and drive measurable results.

I utilize a hands-on coaching approach, sharing insights and experiences that highlight successful identification of specialty solutions. Role-playing scenarios, providing tailored resources, and encouraging collaborative problem-solving allow AEs to gain confidence in recognizing opportunities within their accounts.

In a successful sales cycle I managed, I focused intently on building relationships with key stakeholders throughout the process. Open communication, effective follow-ups, and customized solutions tailored to their unique needs played a crucial role. The successful closure was rooted in the trust established over time, enabling the client to feel confident in their investment.

Celebrating successes within my team is essential to foster morale. I initiate recognition meetings where we highlight individual and team achievements, share positive client feedback, and even plan team outings or small rewards to recognize hard work. This not only strengthens our bond but also motivates us to continue aiming for greatness.

One challenge I faced was during a major sales initiative where we encountered stiff competition. I tackled this by conducting a deep analysis of our competitors, gathering insights to sharpen our value proposition. By focusing on the unique benefits of our solution and maintaining a customer-centric approach, we successfully positioned ourselves as the better choice.

Collaboration is paramount in my sales strategy. I actively partner with team members, specialists, and even clients to ensure we’re aligned in our objectives and understanding of needs. Shared knowledge and brainstorming sessions foster innovative ideas and better solutions which ultimately enhance the success of our sales efforts.

I make it a priority to stay informed about industry trends by subscribing to relevant publications, attending webinars, and networking with industry peers. Engaging in continuous learning through workshops and conferences allows me to adapt my sales tactics and offer timely insights to our clients, ensuring they know I’m a knowledgeable partner.

Inclusivity in sales is crucial because it fosters diverse perspectives that lead to innovative solutions. By embracing diverse backgrounds and ideas, we can better connect with a wider range of clients and truly understand their needs, ultimately driving sales success and building long-term relationships.

To manage my time effectively across multiple accounts, I utilize prioritization techniques to ensure that critical tasks receive attention first. I also leverage customer relationship management (CRM) tools to stay organized, set reminders for follow-ups, and schedule regular check-ins to maintain consistent communication. This structured approach allows me to stay on top of the various accounts and pursue new opportunities effectively.