Sr Enterprise Account Executive - Life Sciences

The main responsibilities of a Sr Enterprise Account Executive - Life Sciences at ServiceNow include developing new business sales revenue through a SaaS license model, engaging with C-suite executives, orchestrating account strategies, and acting as a trusted advisor to clients. You'll also be responsible for account mapping, coordinating with various internal teams, and meeting sales targets, all while fostering strong relationships across the business landscape.

To excel as a Sr Enterprise Account Executive - Life Sciences at ServiceNow, candidates should have at least 10 years of experience in a software or solutions sales organization. They should possess a keen ability to develop trusted relationships with clients, negotiate deals effectively, and achieve sales targets. Familiarity with integrating AI into work processes and a willingness to travel up to 50% are also essential qualifications for this role.

ServiceNow is committed to the professional growth of its Sr Enterprise Account Executives in Life Sciences. The company fosters a culture of inclusivity and values unique experiences, encouraging employees to explore their potential. With access to extensive resources, mentoring from seasoned professionals, and opportunities to engage in challenging projects, employees are empowered to advance their careers within the organization.

The compensation structure for a Sr Enterprise Account Executive - Life Sciences at ServiceNow is competitive, offering a base pay range between $128,400 and $211,900, as well as equity opportunities, variable compensation based on performance, and additional benefits. Individual compensation may vary based on qualifications, skills, and experience, ensuring a fair and motivating pay structure for all employees.

A Sr Enterprise Account Executive - Life Sciences at ServiceNow can expect a flexible and trusting work culture that values collaboration. The company implements work personas that allow employees to thrive in remote or in-office settings based on their unique needs. This supportive environment prioritizes employee well-being and promotes a 'win as a team' philosophy, encouraging success through teamwork and innovation.

Building relationships with C-suite executives requires a thoughtful approach; I prioritize understanding their business goals and challenges. I initiate conversations based on value creation and present tailored solutions that address their specific needs. Engaging in active listening and demonstrating industry knowledge helps me cultivate trust and establish a long-lasting relationship.

Integrating AI into my sales strategy involves utilizing AI-driven insights to enhance decision-making. I leverage AI tools to analyze customer data and automate workflows, which allows me to tailor my approach to each prospect effectively. By demonstrating how AI can drive efficiencies and innovation, I can better align ServiceNow's solutions with the clients' strategic objectives.

My approach to account planning and territory management involves a thorough analysis of market trends and customer needs. I segment my territory into actionable accounts based on potential value and create a comprehensive strategy to address each segment's unique requirements. This structured approach maximizes my reach and ensures I meet my sales objectives effectively.

Certainly! In a previous role, I negotiated a multi-year contract with a large healthcare provider. By conducting thorough research and understanding their specific challenges, I was able to propose a solution that not only addressed their immediate needs but also anticipated future requirements. It took multiple meetings and collaboration with internal teams, but ultimately we agreed on favorable terms that benefited both parties.

I believe communication is key to ensuring clients feel valued. I keep them informed at every step, providing regular updates and seeking their feedback to adjust our approach as needed. By positioning myself as a trusted advisor, I ensure they understand how ServiceNow's solutions will meet their needs and how we will support them in the long run.

To exceed my sales targets, I focus on strategic prospecting and nurturing existing relationships. I employ a consultative sales style, aiming to truly understand client pain points and align service offerings. Regularly reviewing my sales metrics allows me to adjust my tactics for continuous improvement and seek out new opportunities proactively.

Staying informed about trends in the life sciences industry is crucial. I subscribe to industry publications, participate in webinars, and engage in networking opportunities with other professionals. This continual learning process allows me to provide informed insights to my clients and position ServiceNow as a leader in innovative solutions.

A successful sales presentation should focus on clear messaging and engagement. It should be tailored to address the client's specific challenges and showcase how our solutions can provide measurable benefits. Incorporating storytelling elements and using data-driven insights enhances the presentation's impact, making it relatable and actionable.

Promoting a customer success focus involves instilling a shared commitment among the team to prioritize client needs. I encourage open communication about client feedback and celebrate wins that highlight customer satisfaction. Collaborating closely with our support resources ensures that we are continuously meeting and exceeding client expectations.

Teamwork is essential in sales, especially in complex environments like life sciences. I foster collaboration by involving cross-functional teams early in the sales process and encouraging input from diverse perspectives. Regular team meetings and brainstorming sessions create an environment where everyone feels valued, ultimately leading to better outcomes for our clients.