Senior Solution Sales Executive- Source to Pay

The Senior Solution Sales Executive - Source to Pay at ServiceNow is responsible for driving the market success of our innovative products built on our leading Service Management platform. You'll support territory strategy and planning, coach account executives, and help customers envision the value of digital transformation. Your role includes interlocking with specialists on capability roadmaps and customizing responsibilities to fit your territory needs, ultimately championing diversity and inclusion within the team.

To excel as a Senior Solution Sales Executive - Source to Pay at ServiceNow, you should possess over 7 years of relevant experience, especially in selling Source-to-Pay and related platforms. A strong understanding of business sales processes, along with experience in Finance, Procurement, IT, and Legal sectors is crucial. Candidates should also be comfortable traveling 30-50% and should demonstrate a passion for inclusive work environments.

ServiceNow's Source to Pay solutions enable organizations to realize the full potential of their digital transformation journeys. By creating a single source of truth, these solutions empower enterprises to execute processes uniformly, enhancing visibility and efficiency. As a Senior Solution Sales Executive, you'll guide clients in strategizing and envisioning the technical and operational benefits of adopting these innovative solutions, ultimately leading to a more coherent and agile organization.

Yes, the role of Senior Solution Sales Executive - Source to Pay at ServiceNow does require travel. Expect to travel approximately 30-50%. This travel is often essential to meet clients face-to-face, build strong relationships, and effectively support their digital transformation initiatives. Being on-site can greatly enhance the understanding of client needs and the value of our solutions.

ServiceNow offers a comprehensive benefits package for its employees, including competitive base pay and performance-based incentive compensation. Additional perks include health plans, a flexible spending account, a 401(k) plan with company match, employee stock purchase plans, and family leave programs. The focus on diversity and inclusivity makes ServiceNow a welcoming environment for talents from various backgrounds.

When developing a territory strategy, it’s vital to first understand the existing landscape of accounts. Start with thorough research on key industries within your territory, focusing on their pain points and potential requirements. Then, align these insights with service offerings from ServiceNow. Customize your strategy to address these specific needs, ensuring you communicate clear value propositions to potential clients. Building relationships within your territory will also be crucial to fostering trust and collaboration.

In a previous role, I implemented a consultative sales approach that focused on understanding client needs through active listening. I built strong relationships by asking open-ended questions to uncover deeper challenges, which allowed me to tailor my pitch more effectively. This led to increased engagement from clients, ultimately resulting in a significant uptick in closed deals. Data-driven metrics were established to track progress and optimize strategies, ensuring a continuous improvement cycle.

I have amassed significant experience in the Source-to-Pay landscape, working with leading platforms like Ariba and Coupa. My approach has been centered around educating clients on the benefits of integrating S2P solutions into their operations, while aligning with their financial goals. I have successfully held dialogues with decision-makers, translating complex technical details into their business impact, which has been key in driving conversion rates and achieving sales targets.

To stay updated on the latest technology and sales trends, I actively follow industry news sources, join relevant professional groups on social networks, and participate in webinars and conferences. Continuous learning is essential, so I make it a priority to complete courses that enhance both my tech and sales skills. Additionally, I regularly connect with peers to exchange insights and strategies which have proven beneficial in keeping my knowledge fresh and relevant.

Diversity and inclusion should be foundational aspects of any sales strategy. In my approach, I prioritize diverse hiring practices on my team and seek partnerships with organizations that manifest inclusivity. I also ensure that communication with clients is culturally sensitive and adaptive to the specific diversity of each client’s team. It’s key to create an environment where all voices are heard, which not only encourages innovation but also fosters strong client relationships.

In one instance, I was faced with a hesitant client who had previously had negative experiences with other service providers. I took the time to understand their concerns deeply and worked closely with them to redesign the proposal. We provided a pilot program to demonstrate our capabilities, which alleviated their apprehensions. By building trust and ensuring open lines of communication, I was eventually able to convert them into a long-term client.

For effective account management, I utilize a structured approach focusing on proactive communication and relationship building. Regular check-ins and offering educational resources helps maintain engagement with my clients, creating value continuously. Setting clear KPIs to measure success and being responsive to feedback ensures that I stay aligned with client expectations. This approach has resulted in high client retention and satisfaction rates.

When addressing objections, I view them as opportunities for further engagement. My approach is to listen actively to the client’s concern, validate their feelings, and then provide thoughtful responses that address their worries. By providing relevant data and customer success stories, I demonstrate how our solutions can specifically address their needs. This method not only eases concerns but often positions us as trusted advisors in their process.

In one instance, while consulting with a mid-sized company, I helped them to visualize their potential digital transformation by mapping their workflow with current pain points. Together, we identified how our Source-to-Pay solutions could streamline their procurement processes significantly. Through demonstrations and outlining expected ROI, the client was able to clearly envision the benefits, which led to the successful acquisition and implementation of our systems.

Teamwork is critical in achieving sales goals, particularly in complex environments like those involving digital transformations. Effective collaboration allows for knowledge sharing and the pooling of diverse perspectives and skillsets, ultimately leading to more innovative solutions for clients. I prioritize building strong relationships within my team and cross-functional collaboration with other departments to ensure that we present a united front to clients and capitalize on every opportunity.