Senior Solution Sales Executive - Strategic Portfolio Management (SPM)

As a Senior Solution Sales Executive - Strategic Portfolio Management at ServiceNow, your primary responsibilities include supporting market success for SPM products, collaborating on territory strategy and planning, engaging with account teams to execute use case targeting, and partnering with customers to envision the value of digital transformation. You will also coach other team members on specialty solutions and adapt your approach based on account needs.

To be successful as a Senior Solution Sales Executive at ServiceNow, candidates should possess a minimum of 7 years of knowledge regarding the return on investment of specialty solutions, experience in an account executive or similar sales role, and a solid understanding of business sales processes. The ability to travel between 30-50% is also required to meet client needs.

ServiceNow fosters career development for Senior Solution Sales Executives through ongoing coaching, dynamic project involvement, and opportunities to celebrate mutual successes. The company emphasizes creating an inclusive environment that welcomes diverse backgrounds, which enriches the team and broadens professional perspectives.

At ServiceNow, Senior Solution Sales Executives can expect a flexible work environment that encourages a balance between onsite and remote work. The company values trust and flexibility, recognizing that employees benefit from a work style that best suits their professional and personal lives.

Interested candidates can apply for the Senior Solution Sales Executive position at ServiceNow by submitting their application directly through our careers page. We encourage individuals from diverse backgrounds to apply, even if they do not meet every qualification, as unique experiences shape our success.

When answering this question, highlight specific sales strategies you’ve successfully implemented in past roles, focusing on how they aligned with company goals and positively impacted revenue. Use metrics to illustrate your successes and be ready to discuss how you adapted strategies to meet changing market demands.

Discuss your methods for establishing rapport with clients, such as active listening, personalization in communication, and follow-up strategies. Emphasize the importance of understanding a client's needs and long-term goals, explaining how these tactics have previously led to successful partnerships.

Be prepared to list and describe the CRM and sales tools you have used in managing customer relationships and tracking performance. Explain how you utilized these tools to optimize the sales cycle, enhance team collaboration, and assess customer engagement.

Describe your approach to objection handling by emphasizing empathy and problem-solving. Provide examples of how you've turned objections into opportunities by fully understanding the client's concerns and providing tailored solutions that address their specific needs.

Outline your strategies for guiding clients through digital transformation, including conducting needs assessments, providing education on new technologies, and ensuring alignment between the transformation goals and solutions offered. Be sure to mention your role in championing change within the organization.

Share a specific instance where teamwork was critical to reaching a goal. Focus on your role in the team, the challenges faced, and the steps you took collaboratively to overcome those challenges, culminated by achieving favorable results.

Discuss your prioritization process by explaining how you assess the urgency and impact of tasks. Share techniques such as creating task lists, employing digital tools for time management, and coordinating with your team to ensure that high-priority tasks align with client needs.

Explain the value of diversity and inclusion in your sales approach, highlighting how diverse teams can drive innovation, understand a broader customer base, and create inclusive environments. Share experiences where embracing diverse perspectives led to enhanced outcomes.

Emphasize your commitment to continuous learning by discussing how you utilize industry publications, webinars, conferences, and networking to stay informed on trends. Provide examples of how staying current has positively impacted your work and decision-making processes.

Express your admiration for ServiceNow and its mission to improve work outcomes through innovative technology. Highlight what excites you about the opportunity to help clients realize digital transformation through SPM solutions, and how your expertise aligns with the company’s goals.