Sr Enterprise Account Exec - Healthcare

As a Senior Enterprise Account Executive at ServiceNow specializing in Healthcare, your primary responsibilities include generating new business sales revenue through a SaaS license model. You'll engage with multiple C-suite executives to foster trusted relationships and map out account strategies with a broad virtual team. This role demands innovative approaches to business development, meticulous account planning, and active participation in field-based sales activities to maximize growth potential.

To excel as a Senior Enterprise Account Executive at ServiceNow, you're expected to have over 10 years of sales experience, particularly in software or solutions organizations. The role requires a proven track record of establishing trusted relationships with clients, achieving sales targets, and a strong understanding of the broader IT landscape to provide insightful solutions. Your experience in cultivating C-Level relationships and promoting a team-oriented success culture will set you apart.

ServiceNow is committed to the professional development of its employees, especially for roles like the Senior Enterprise Account Executive in Healthcare. We believe that ongoing training and mentoring are essential for success. You will have access to various resources, workshops, and collaborative opportunities with industry leaders to enhance your skills. Our inclusive culture also encourages sharing unique ideas and practices, ensuring everyone can thrive and succeed.

As a Senior Enterprise Account Executive at ServiceNow, you'll experience a dynamic work environment characterized by flexibility and collaboration. Depending on your work persona, you may work remotely, in the office, or in a hybrid model. Regular travel of up to 50% may be required to meet clients and engage with your territory effectively. Regardless of where you work, you'll be part of a team focused on delivering exceptional service and solutions to our clients.

For the Senior Enterprise Account Executive position at ServiceNow, candidates should be prepared for travel requirements of up to 50%. Meeting clients face-to-face is an integral part of building relationships and understanding their needs, particularly within the Healthcare sector. Your flexibility in travel will help drive business growth and establish you as a trusted advisor to your clients.

When answering this question, highlight your past roles focused on healthcare, emphasizing specific successes such as revenue growth or strategic partnerships developed. Discuss how you navigated the unique challenges within the healthcare industry and how your sales strategies led to successful outcomes.

Discuss your strategies for engaging with C-level executives, stressing the importance of understanding their business challenges and aligning your solutions to their strategic objectives. Provide examples of how you've built long-term partnerships and trust with these key stakeholders.

Describe your detailed approach to account planning, including market research, defining objectives, and strategizing with a cross-functional team. Give concrete examples of how you've successfully managed accounts to drive sales growth, demonstrating your analytical and strategic thinking.

Explain your method for addressing objections by actively listening to client concerns and providing tailored solutions that align with their needs. Use examples from past experiences where you turned objections into opportunities for deeper engagement and success.

Discuss KPIs such as sales revenue, client retention rates, and engagement levels with clients. Explain how these metrics help guide your strategies and decision-making, and share specific instances where metrics informed your approach to achieving your sales goals.

When responding, provide a detailed scenario that showcases your negotiation skills, focusing on how you prepared, engaged, and ultimately reached an agreement. Highlight what you learned from the experience and how it shaped your approach to future negotiations.

Mention your methods for staying informed, such as attending industry conferences, subscribing to relevant publications, and networking with peers. Emphasize your commitment to continuous learning and adapting your sales strategies based on market dynamics.

Explain the importance of collaboration with your virtual team, including specialists and marketing resources, especially when developing account strategies. Share examples that demonstrate how teamwork has led to successful outcomes and improved client relations.

Provide a specific example where you identified a customer's evolving needs and adjusted your sales approach accordingly. Highlight the successful outcome and how you maintain flexibility to pivot strategies when necessary.

Articulate your ambitions within the realm of enterprise sales, perhaps aiming for leadership roles, specialization in healthcare technology, or contributing to ServiceNow’s growth. Show how these goals align with the company’s mission and your commitment to realizing them.