Sr Account Exec

The Sr Account Executive at ServiceNow is tasked with generating new business sales revenue within specific mid-market clients by developing a territory sales strategy, conducting client research, and managing ongoing account relationships. You'll engage with prospective clients, conduct product demonstrations, and collaborate with marketing to foster growth, while also achieving sales quotas.

To be a successful Sr Account Executive at ServiceNow, candidates should have over five years of experience in an equivalent sales role within the IT industry. It's also essential to have a solid understanding of integrating AI into work processes and a track record of achieving sales targets while managing executive-level relationships effectively.

At ServiceNow, the work environment for a Sr Account Executive is designed for flexibility and trust, allowing for various work personas such as flexible and remote work options. You'll work closely with cross-functional teams in a supportive and collaborative atmosphere aimed at achieving shared objectives.

ServiceNow values inclusivity and encourages candidates from diverse backgrounds, including those with non-traditional career paths, to apply for the Sr Account Executive position. This commitment ensures a richer, more varied workforce, which contributes to innovative solutions and a more engaging work environment.

The Sr Account Executive role at ServiceNow typically involves travel ranging from 20% to 40%, with some positions requiring up to 50% travel. This travel is essential for meeting clients and building strong relationships within the assigned territory.

When formulating strategies to identify and qualify prospects, I would leverage data analytics to examine market trends, utilize CRM tools for tracking interactions, and prioritize prospects based on their alignment with our ideal customer profile, aiming to create genuine value in every interaction.

A successful sales strategy I've implemented involved conducting thorough market research to identify unmet needs, tailoring our offerings to those needs, and launching a targeted marketing campaign. This resulted in a significant increase in initial meetings with prospects and ultimately led to a 30% increase in our sales revenue in the following quarter.

Ensuring customer satisfaction is paramount; I focus on proactive communication, setting clear expectations, and regularly soliciting feedback. By addressing concerns promptly and adapting our services to meet evolving customer needs, I’ve been able to retain clients and boost long-term contracts.

Teamwork is crucial; collaborating with cross-functional teams, such as marketing and customer support, allows us to leverage diverse perspectives and expertise. Regular strategy meetings foster a sense of shared goals, enhancing our ability to drive sales and address client needs effectively.

Handling objections effectively requires active listening and a thorough understanding of the client's concerns. I’d address objections by validating their points, providing data-driven insights, and highlighting how our solutions can specifically meet their needs, transforming objections into opportunities for dialogue.

Maintaining CRM hygiene involves regularly updating records to reflect accurate information about client interactions and sales stages. I make it a priority to log notes after each meeting, schedule follow-up reminders, and review data for accuracy to ensure seamless communication within the team.

One notable collaboration involved working with the marketing team to launch a campaign targeting a specific industry. We coordinated on messaging and promotional materials, resulting in joint outreach efforts that increased our lead pool by 40% while solidifying our brand’s presence in that market.

To gauge sales success, I monitor metrics such as monthly sales growth, client acquisition costs, customer lifetime value, and client retention rates. These metrics provide insights into our effectiveness in reaching targets and allow for adjustments in strategy as necessary.

Preparing for a sales presentation involves thorough research on the client’s business and challenges, customizing the presentation to address their specific needs, and rehearsing key points. I also ensure I’m familiar with our product features and be ready to show how they solve the client’s problems effectively.

My passion for being a Sr Account Executive stems from the opportunity to connect with clients, understand their challenges, and deliver tailored solutions that genuinely improve their operations. The excitement of nurturing relationships and seeing tangible results makes this role incredibly rewarding.