Sr Enterprise Account Executive - Business Services - job 2 of 2

As a Sr Enterprise Account Executive at ServiceNow, your primary responsibility will be to produce new business sales revenue from our SaaS license model. This will involve account and territory planning, conducting business development activities, and building relationships with multiple C-suite executives across various product sales. Additionally, you'll be orchestrating account strategy with your team while acting as a trusted advisor to customers on how our solutions fit their IT roadmap.

To excel as a Sr Enterprise Account Executive at ServiceNow, you should have at least 10 years of sales experience in a software or solutions sales environment. Strong relational skills are crucial for establishing trusted relationships with clients and teams. Moreover, experience with AI integration in business processes and a thorough understanding of IT strategies are essential. A willingness to travel up to 50% is also required.

ServiceNow is committed to promoting diversity and inclusivity in its hiring process. We welcome candidates from diverse backgrounds, including those with non-traditional career paths. Our belief is that unique experiences enrich our team and contribute to innovative thinking. We encourage all qualified applicants, regardless of race, gender identity, or background, to apply for the Sr Enterprise Account Executive position.

In the Sr Enterprise Account Executive role at ServiceNow, you can expect a competitive base salary ranging from $142,650 to $212,200, complemented by equity options and variable compensation. Additionally, the role offers a comprehensive benefits package including health plans, retirement options, flexible spending accounts, and generous time-off policies, which reflect our commitment to employee wellbeing.

At ServiceNow, the work culture emphasizes flexibility, collaboration, and trust. As a Sr Enterprise Account Executive, you'll engage in a 'win as a team' environment where cross-department teamwork is encouraged. This culture nurtures innovative problem-solving and celebrates unique contributions, making it a dynamic place to advance your career while helping businesses thrive through our transformative solutions.

When developing a sales strategy, start by researching your target market and identifying key players within organizations. Knowing the business landscape helps shape your approach. Use account mapping to connect with C-suite executives and craft a tailored value proposition that resonates with their unique challenges and objectives.

To effectively answer this question, focus on the sales process you employed, from initial contact to negotiation and closing the deal. Highlight your relationship-building techniques and how you leveraged your team's strengths to create a compelling solution that addressed your client's needs.

Anticipating challenges such as varying customer objections or market competition is key. Discuss how you would leverage market research and customer insights to counter objections effectively while always positioning ServiceNow as a valuable partner that understands their unique requirements.

Handling rejection requires resilience. It's important to reflect on what could be improved but also to maintain an optimistic outlook. Focus on the lessons learned and use that feedback to refine your approach, ensuring that you're always growing and adapting your strategies for future opportunities.

Technology is a critical component of modern sales processes. Discuss how you've used CRM tools, data analytics, and AI solutions to streamline your work, enhance customer engagement, and gain insights that drive decision-making. Emphasizing your comfort level with technology aligns well with the innovative spirit of ServiceNow.

Express your passion for innovation and technology as a driving force behind your interest in ServiceNow. Highlight how the company’s mission to make work better for everyone resonates with you and how you believe you can contribute to its success as a Sr Enterprise Account Executive.

Building and maintaining relationships is about consistent communication and trust. Discuss your methods, like regular check-ins, providing valuable insights based on their business needs, and using engagement tools to track interaction. These practices reinforce your role as a trusted advisor.

Share specific examples of your experience engaging with C-suite executives. Emphasize how you identify their unique business needs and tailor your approach to align with their strategic goals. This demonstrates your understanding of corporate dynamics and builds credibility.

Staying motivated in high-pressure situations requires discipline and goal-setting. Discuss your approach to setting achievable sales targets, celebrating small wins, and creating a support network with peers that helps you maintain a positive and focused mindset.

In your response, highlight any past experiences using AI tools to enhance sales efforts, such as analyzing customer data, automating workflows, or providing personalized insights. Explain how these experiences align with ServiceNow’s vision of integrating AI to improve business processes.