Sr Commercial Account Exec

A Sr. Commercial Account Executive at ServiceNow is primarily responsible for generating new sales revenue from software licenses by researching prospective customers, building relationships, and executing a strategic sales plan within their territory. They must also manage account relationships, ensure customer satisfaction, and develop ongoing revenue streams, all while achieving quarterly and annual sales quotas.

To be successful as a Sr. Commercial Account Executive at ServiceNow, candidates should have 5+ years of experience in a similar commercial sales role within the IT sector. Experience with achieving sales targets, strong relationship management skills, and the ability to maintain transparency in the sales process using CRM tools are also essential qualifications for this role.

The Sr. Commercial Account Executive position at ServiceNow requires travel ranging from 20-40% of the time, and in some instances, it may be up to 50%. This travel allows you to meet clients face-to-face, build meaningful relationships, and better understand their needs.

Absolutely! ServiceNow values diversity and encourages candidates from non-traditional backgrounds to apply for the Sr. Commercial Account Executive role. We believe that unique experiences enrich our team and that inclusivity can drive innovation.

ServiceNow adopts a flexible approach to work personas, offering options for remote, hybrid, or in-office setups depending on the specific requirements of the role. You can discuss your preferred work arrangement during the interview process to ensure it aligns with both your lifestyle and the company’s needs.

When developing a sales strategy, I first analyze the demographics and market opportunities within my territory. This involves researching potential prospects, understanding their needs, and assessing the competition. I create a targeted prospect list, prioritize high-value leads, and align my marketing efforts to generate sufficient interest in our offerings.

Certainly! In my previous role, I developed a unique marketing campaign tailored to a specific industry. By leveraging data analytics, I identified key trends and pain points in that sector. This allowed me to tailor my sales pitches effectively, resulting in a significant sales increase and ultimately exceeding my target by 30% for that quarter.

Building and maintaining client relationships is all about consistency and communication. I make it a point to regularly check in with my clients, provide updates on our products, and solicit feedback. This ongoing dialogue helps me to understand their evolving needs and positions me as a trusted advisor.

Teamwork is vital in sales. I often collaborate with marketing to align our messaging and outreach efforts. Additionally, I work closely with technical support and product development teams to ensure that we can meet client needs effectively. This collaborative approach not only boosts our sales potential but also enhances customer satisfaction.

Handling objections requires active listening and empathy. I always strive to understand the underlying concerns of the client. My approach is to acknowledge their objections, provide relevant information or case studies that address their concerns, and turn the conversation back toward the value that our solutions can deliver.

I have found that tools like Salesforce and HubSpot are particularly effective due to their comprehensive features that allow for seamless customer management, tracking interactions, and analyzing sales performance. They enable me to maintain excellent CRM hygiene, which is critical for transparency in the sales process.

To qualify prospects, I use a combination of research methods, including analyzing company size, market position, and current challenges. I assess their readiness to buy through conversations that gauge their interest and needs. This ensures I focus my efforts on high-potential leads that align with our solutions.

When conducting product demonstrations, I tailor the presentation to the specific needs of the client. I highlight key features relevant to their business challenges and how our solutions can address those. Engaging the client by encouraging questions during the demo makes it interactive and helps them envision the product in action.

In a challenging sale with a hesitant client, I took the approach of deeply understanding their hesitations through transparent dialogue. By identifying their specific concerns and addressing them with customized solutions and evidence of success from similar clients, I was able to turn their doubts into a successful partnership.

Market research is foundational to my sales approach. It helps me understand industry trends, identify potential clients, and customize my sales strategies to address the specific challenges and opportunities that my prospects face. Being informed helps my credibility and enhances client relationships.