Sr Commercial Account Executive - job 3 of 5

As a Sr Commercial Account Executive at ServiceNow, you'll be primarily responsible for generating new business sales revenue from mid-market clients in your territory. This includes developing robust sales strategies, qualifying prospects, conducting product demonstrations, and leading ongoing account management to ensure customer satisfaction and grow revenue streams. Your role will involve actively engaging with clients, understanding their needs, and advising them on how our AI-powered solutions can enhance their IT operations.

To be considered for the Sr Commercial Account Executive role at ServiceNow, candidates should have at least 5 years of experience in a similar sales role within the IT industry, along with a proven track record of achieving sales targets. Candidates should also demonstrate experience in leveraging AI technologies in work processes and possess excellent relationship management skills. We're also open to diverse backgrounds, so even if you don't meet every qualification, we encourage you to apply!

The Sr Commercial Account Executive position at ServiceNow typically requires travel of about 20-40%, with the possibility of increasing to up to 50% depending on client needs and opportunities in your territory. This dynamic travel schedule helps you build face-to-face relationships with key clients, enhancing your ability to drive successful sales.

In the Sr Commercial Account Executive role at ServiceNow, you'll develop and execute a comprehensive sales strategy to target prospective clients within your assigned territory. This involves creating a tailored prospect list, stimulating engagement with marketing initiatives, and identifying new sales opportunities through ongoing research and relationship-building efforts. Your strategic planning will be key to achieving quarterly and annual sales quotas.

At ServiceNow, we pride ourselves on fostering a culture of inclusivity and innovation. As a Sr Commercial Account Executive, you will enjoy a flexible work environment that encourages trust and collaboration. Our team values unique experiences and diverse perspectives, and we believe in empowering our employees to dream big and make meaningful contributions to our mission of making the world work better for everyone.

When answering this question, focus on your approach to territory planning and customer engagement. Discuss how you'll leverage marketing initiatives, identify target prospects, and build strong relationships to generate leads and close deals. Be sure to mention your experience with data analysis to tailor your strategies according to market trends.

Here, share a specific example that highlights your sales process. Explain the prospect's initial concerns, how you addressed them, and the techniques you used to nurture the relationship, ultimately securing the deal. Make sure to quantify your success to illustrate your effectiveness.

In your response, outline the methods you use to identify high-value clients and how you allocate time toward nurturing those relationships. Include tools like CRM systems you use to keep track of interactions and follow-ups, which helps in managing multiple accounts efficiently.

Discuss how you've previously integrated AI tools into your sales process. This can include using data analytics for understanding customer behaviors or employing AI-driven insights to tailor your pitches. Highlight your familiarity with new technologies and your adaptability to evolving sales landscapes.

The best way to answer this question is to explain your listening skills and empathy. Provide an example of a challenging objection you've faced in the past and describe how you effectively addressed it, showcasing your problem-solving abilities and resilience.

Detail your familiarity with various CRM systems and the importance of keeping data accurate and up to date. Explain how you ensure transparency in your sales process and how good CRM practices lead to better client relationships and performance tracking.

Discuss your proactive approach to account management, like regular check-ins, gathering feedback, and understanding changing customer needs. Highlight your adaptability and commitment to ensuring customer satisfaction that translates into upsell and cross-sell opportunities.

In your answer, share personal strategies that help you maintain motivation, like setting small goals for yourself and focusing on learning and development. You can also discuss how you have previously turned slow periods into opportunities for relationship building and strategy refinement.

Provide a detailed description of a particular marketing initiative that you conceptualized or played a significant role in. Explain how it aligned with sales goals, the tactics utilized, and the measurable outcomes that resulted from your efforts.

You might want to highlight qualities such as strong communication skills, resilience, adaptability, and the ability to build trust with clients. Discuss how these qualities have played a role in your past successes and relate them back to how they will contribute to your future performance.