Senior Solution Sales Executive (Financial Services) - job 1 of 2

As a Senior Solution Sales Executive at ServiceNow, you will primarily oversee the market success of Customer Workflow products. Your responsibilities will include supporting territory strategy, providing input during account planning, coaching Account Executives and other sales team members on specialized solutions, and helping customers envision the value of digital transformation. Each day, you'll customize your time allocation based on the unique needs of your territory, enabling you to create impactful customer relationships.

To be a successful candidate for the Senior Solution Sales Executive role at ServiceNow, you should have over 7 years of relevant experience, preferably with a strong understanding of the ROI of specialty solution areas. Backgrounds in account executive roles or other customer-facing sales positions are ideal. Familiarity with business sales processes is also essential, and ServiceNow values adaptability and the ability to work within a diverse, inclusive environment. Don't worry if you don't meet every qualification – your unique experiences can still make you a great fit!

At ServiceNow, the work culture is focused on flexibility, inclusivity, and collaboration. As a Senior Solution Sales Executive, you'll be part of an environment that encourages diversity and belonging, where unique perspectives are celebrated to create a more innovative workplace. The company promotes a distributed model of work, offering the opportunity to engage with clients and teammates in a way that best suits your style, whether that is remotely or in-office.

Yes, travel is part of the Senior Solution Sales Executive role at ServiceNow. You can expect to travel about 30-50% of the time to engage with clients and partners across regions. This aspect of the job provides an exciting opportunity to build relationships and gain insights into various customer needs, all while representing ServiceNow's innovative solutions in Financial Services.

ServiceNow offers a competitive compensation structure for the Senior Solution Sales Executive role, with a base salary ranging from $130,950 to $216,050, along with potential equity and variable compensation. Additionally, employees have access to a variety of benefits including flexible spending accounts, 401(k) plans with company matching, an employee stock purchase plan, and generous time off policies, making this a great opportunity both financially and in terms of work-life balance.

When creating a sales strategy for a new territory, I would start with thorough market analysis to identify potential clients and their needs. I would collaborate closely with the sales team to ensure alignment on our goals and resources while emphasizing the unique value our Customer Workflow products bring. Setting specific, measurable objectives would help keep our efforts focused, and regular check-ins would ensure that we adapt our strategy as needed based on feedback and results.

In my previous role, I encountered a difficult client who had hesitations about adopting new technology. I took the time to listen to their concerns and understand their specific pain points. I organized a demonstration that highlighted how our solutions could directly address their needs, which ultimately led to a productive discussion and a successful deal. This experience taught me that empathy and understanding are key to building lasting client relationships.

I believe coaching begins with understanding each team member's strengths and areas for growth. I like to set up one-on-one sessions to discuss their goals and challenges. During our time together, I provide personalized feedback and share best practices based on my experiences. Additionally, I facilitate group training sessions focused on specialty solutions, encouraging peer-to-peer learning and fostering a collaborative environment.

ServiceNow's Customer Workflow products facilitate seamless communication and information sharing across departments. They enable organizations to streamline processes and ensure that customer needs are met efficiently. By providing a single source of truth, these products empower teams to collaborate effectively, ultimately enhancing customer satisfaction and driving digital transformation. Understanding this value is key when pitching to clients.

Rejection is a part of sales, and I view it as an opportunity to learn and grow. When faced with rejection, I take the time to analyze why the prospect decided not to move forward. I often follow up for feedback, which can provide valuable insights for future engagements. Each 'no' pushes me to refine my approach and come back stronger with tailored solutions that might resonate better with potential clients.

In my previous role, I used CRM software extensively to track leads and analyze sales performance. I utilized data analytics to identify trends and customer behavior, which helped me tailor my pitches more effectively. By leveraging these digital tools, I was able to streamline the sales process and increase conversion rates significantly. This experience highlighted the importance of technology in modern sales.

Teamwork is crucial in achieving sales targets. Collaboration fosters a supportive environment where team members can share insights, tackle challenges together, and celebrate successes. I often encourage transparency within the team, which helps us align our strategies and leverage each other’s strengths. A united front not only maximizes our efficiency but also enhances our ability to meet diverse client needs.

Motivation in a competitive sales environment often comes from setting personal goals beyond just meeting quotas. I focus on continuous learning, whether that is through industry insights or skill development. Surrounding myself with a cohort of driven professionals also boosts my motivation. Celebrating small wins and sharing success stories within the team keeps the energy high and drives us to excel collectively.

When dealing with customer objections, I believe in maintaining a calm and professional demeanor. It's important to acknowledge their concerns while asking clarifying questions to fully understand the root of the objection. I provide straightforward, factual responses and frame our solutions in a way that aligns with their needs. Ultimately, my goal is to build trust and demonstrate how our offerings can solve their challenges.

Effective account planning begins with deep analysis of the client's business, their market position, and their long-term goals. I prioritize understanding their pain points and success metrics, which allows me to tailor our offerings accordingly. Setting clear objectives and aligning them with actionable strategies ensures that both the team and the client know what success looks like. Regular follow-ups to review progress and adjust plans as needed are also essential to maintaining strong relationships.