Sr Enterprise Account Executive - Manufacturing

To thrive as a Sr. Enterprise Account Executive at ServiceNow, candidates should have over 10 years of sales experience within a software or solutions sales organization. Experience in selling to manufacturing accounts is crucial, alongside the ability to establish and maintain trusted relationships with C-level contacts. A successful candidate should also demonstrate a history of achieving sales targets and promoting customer success in a team-oriented environment.

A typical day for a Sr. Enterprise Account Executive at ServiceNow involves engaging with multiple C-suite personas, strategizing account plans, conducting research on potential customers, and executing field-based sales activities. You’ll also collaborate with various teams, map client relationships, and step in as a trusted advisor, illustrating how ServiceNow's capabilities can enhance their operations. The role is dynamic and requires travel to meet clients, fostering meaningful relationships within the manufacturing sector.

Yes, the Sr. Enterprise Account Executive role at ServiceNow may require travel up to 50%. This travel is essential for building relationships with clients in the manufacturing sector, allowing for face-to-face meetings and deeper engagement with C-level executives to discuss their specific needs and how ServiceNow's solutions can address them.

As a Sr. Enterprise Account Executive at ServiceNow, you’ll receive robust support from a diverse team, including Solutions Consultants, Success resources, and Partners who will assist in orchestrating the best strategies for your accounts. This collaborative environment encourages input from various specialists, ensuring you have the necessary tools to succeed and drive results.

ServiceNow values inclusivity and actively welcomes candidates from diverse backgrounds, including those with non-traditional career paths, when hiring for the Sr. Enterprise Account Executive position. We believe that unique experiences enrich our team and encourage all qualified applicants, regardless of personal characteristics, to apply and contribute their perspectives.

In answering this question, share specific instances where you engaged with C-level executives, highlighting the strategies you used to build trust and close deals. Include details about the types of solutions you offered and how they aligned with the executives’ business needs.

Demonstrate your strategic approach to account planning by discussing how you segment your territory, identify key prospects, and prioritize efforts. Highlight your tools and methods for tracking progress and measuring success in managing your accounts.

To effectively answer this, discuss your research methods, like utilizing industry reports or networking with industry peers. Explain how you align those insights with ServiceNow's offerings to propose tailored solutions that resonate with the client’s strategic goals.

When addressing this question, narrate a recent success story by outlining the client’s needs, the solution you proposed, and the positive outcome. Emphasizing metrics and the impact your solution had on the client’s operations will strengthen your narrative.

Describe your methods for fostering collaboration with internal teams by mentioning regular check-ins, shared goals, and the importance of clear communication. Provide examples where this teamwork led to successful outcomes in your past experiences.

Discuss the relevant KPIs you track throughout your sales cycle, such as conversion rates, average deal size, and customer satisfaction. Explain how these indicators inform your strategies and help you stay aligned with your targets.

In your response, detail your process for addressing objections, which may include listening actively, empathizing with client concerns, and providing fact-based counterarguments. Use a recent example where you turned an objection into an opportunity.

When answering, reflect on intrinsic motivations, such as achieving client satisfaction or the thrill of closing deals. You might also mention external motivations like achieving sales targets and how they contribute to the overall success of the team.

Discuss various methods you use to stay informed, such as reading industry publications, attending conferences, and networking with professionals. Explain how this knowledge aids in your sales strategy and approach with prospective clients.

In your response, connect your values and career goals with ServiceNow’s vision and mission. Highlight aspects of ServiceNow that resonate with you, such as their commitment to innovation, diverse work culture, or the opportunity to make a significant impact in the manufacturing sector.