Sr Commercial Account Executive - job 4 of 5

As a Sr Commercial Account Executive at ServiceNow, you will focus on producing new business sales revenue from software licenses. This entails territory planning, developing targeted sales strategies, qualifying prospects, conducting product demonstrations, and maintaining ongoing account management to ensure customer satisfaction, ultimately driving continual revenue growth.

Candidates applying for the Sr Commercial Account Executive position at ServiceNow should have a minimum of 5 years of experience in a similar role within the IT industry. Additionally, a strong understanding of AI integration into business processes and proven success in achieving sales targets is crucial.

The Sr Commercial Account Executive plays a significant role in ServiceNow's sales strategy by building relationships with Mid-Market clients, achieving specified sales quotas, and collaborating with the marketing team to initiate impactful campaigns aimed at increasing market presence and growth.

At ServiceNow, we prioritize flexibility and inclusivity in our work environment. The Sr Commercial Account Executive role may include remote, in-office, or flexible working personal arrangements, allowing each team member to thrive in their unique work style while contributing to the shared goals of the organization.

ServiceNow values personal development and offers various training and education opportunities for its employees, including rounding out your skills in sales strategy, AI integration, and client management. As you excel in your role as a Sr Commercial Account Executive, you may have the chance to progress into higher leadership roles within the sales team.

When developing a sales strategy for a new territory, it's vital to research the target market, identify key prospects, analyze the competition, and align your strategy with the specific needs of potential clients. Demonstrating adaptability and critical thinking while leveraging resources from your marketing team will greatly enhance your approach.

Discuss a specific example where you set a challenging sales target, the strategies you employed to meet it, and the results you achieved. Emphasize your analytical skills, perseverance, and ability to adapt strategies based on market feedback, which are critical competencies for a Sr Commercial Account Executive.

In a competitive market, building strong relationships requires genuine interest in the client's business, regular communication, and delivering value with every interaction. Focus on understanding their pain points and how your solutions can alleviate them. Share examples of past success stories or proactive outreach that solidified client relationships.

AI is increasingly integral in streamlining processes, providing insights into customer behavior, and enhancing decision-making. As a Commercial Account Executive, demonstrate your knowledge of how leveraging AI tools has allowed you to analyze market trends and craft personalized pitches that resonate with potential clients.

Transparency in the sales process involves maintaining accurate CRM records, setting clear expectations with clients, and consistently updating stakeholders on progress. Discuss strategies you've implemented to keep all parties informed and engaged, which can significantly impact trust and long-term relationships.

Effective account management hinges on regular follow-ups, being attentive to client feedback, and identifying upselling opportunities. Share your approach to account reviews, proactive communication, and how you tailor solutions for individual clients to enhance their experience and loyalty.

When conducting product demonstrations, focus on tailoring the presentation to align with client-specific needs, showcasing key features that solve their challenges. Discuss how to engage the audience, address questions thoroughly, and follow up with additional resources to reinforce the value of the product.

Prioritizing prospects involves analyzing potential revenue, engagement levels, and readiness to purchase. Detail your methods for segmenting prospects, using data-driven insights for targeting, and how you allocate your time effectively across high-potential accounts.

Discuss the importance of collaborative success, emphasizing how you work with colleagues from various departments, such as marketing and customer service, to enhance client experiences. Highlight any examples of teamwork that led to successful outcomes in your previous roles.

Handling objections involves active listening, empathy, and thoughtfully addressing concerns while reinforcing the product's value. Provide examples of objections you've encountered, how you approached them thoughtfully, and the positive feedback that resulted from those discussions.