Sr Enterprise Account Executive - Media & Tech

As a Sr Enterprise Account Executive at ServiceNow, your primary responsibilities include generating new business sales revenue through a SaaS license model, developing relationships with C-suite executives, and orchestrating account strategies alongside a dedicated team of solutions consultants and specialists. You will also be a trusted advisor to clients, guiding them in leveraging ServiceNow's offerings to meet their IT needs within the dynamic Media and Tech industries. Your role demands proactive territory planning, market research, and maintaining strong relationships with existing clients.

To qualify for the Sr Enterprise Account Executive role at ServiceNow, candidates should have at least 10 years of sales experience in a software or solutions sales organization, with a demonstrated history of selling into Media and Tech accounts. Strong relationship-building skills and the ability to negotiate deals effectively are essential. Furthermore, candidates should reside in the DC Metro area and be willing to travel up to 50% to visit local accounts. While meeting every qualification is preferable, unique backgrounds and diverse experiences are highly valued.

ServiceNow is dedicated to fostering an environment where employees can thrive and grow in their careers. As a Sr Enterprise Account Executive, you'll have access to comprehensive training programs, mentorship opportunities, and a culture that encourages continuous learning and development. The company values innovation and the sharing of diverse ideas, all contributing to a marketplace where your contributions can directly impact the company's success and your own professional development.

The compensation for the Sr Enterprise Account Executive role at ServiceNow includes a competitive base salary ranging from $142,650 to $235,400, alongside equity opportunities and variable incentive compensation based on performance. The total compensation package is designed to reward high achieving sales professionals and includes additional benefits such as health plans, a 401(k) plan with a company match, flexible spending accounts, and paid family leave programs, ensuring you're well-supported in both your work and personal life.

At ServiceNow, you'll join a work culture rooted in flexibility, inclusivity, and trust. As a Sr Enterprise Account Executive, you'll collaborate with diverse teams across the globe while having the option to work remotely. The company is committed to creating an accessible working environment and values each employee's unique experiences and perspectives. This approach not only enhances team dynamics but also drives innovation and success in our mission to make the world work better for everyone.

When answering this question, structure your response by highlighting specific instances where you successfully engaged with C-suite executives, focusing on your ability to adapt your communication style and strategy based on their unique perspectives. Provide examples of how you identified their needs and proposed solutions that aligned with their business goals, showcasing your consultative selling skills.

Explain your systematic approach to territory planning, including market research, identifying key players, and understanding industry trends. Discuss tools or methodologies you utilize to segment your market effectively, prioritize prospects, and create actionable strategies that focus on relationship-building and tailored value propositions for different prospects in the Media and Tech sectors.

Discuss your ability to balance relationship management and business development by explaining how you segment your time and resources. Share examples where you've nurtured existing client relationships, led to upselling opportunities, and simultaneously pursued new leads. Highlighting a customer success mindset and your belief in the value of long-term partnerships will strengthen your answer.

Provide a detailed account of a challenging negotiation, emphasizing your preparation, strategy, and ability to remain solution-oriented. Discuss the challenges faced, how you navigated them, and ultimately, how you reached a successful resolution that satisfied both parties. This demonstrates your negotiation skills in a real-world context.

Share a specific example highlighting how you collaborated with diverse team members, such as solutions consultants and marketing professionals, to achieve a significant business goal. Discuss your role in the collaboration, including communication strategies and ensuring alignment among team members, demonstrating your ability to orchestrate efforts in a virtual environment effectively.

Explain your research techniques, including market analysis, leveraging social media platforms, and utilizing CRM tools to uncover opportunities in the Media and Tech landscape. Highlight how you stay updated on industry news and trends to build a comprehensive understanding of current challenges and needs within potential client organizations, making this a unique value-added aspect of your approach.

Discuss your systematic approach to goal-setting and tracking progress against your sales targets. Explain how you handle setbacks or challenges, remaining resilient and adaptable to shifting situations. Emphasize your commitment to continuous performance improvement, using metric analyses and other feedback to refine your strategies and approaches.

Illustrate how you actively seek and incorporate customer feedback into your sales strategy. Explain how client experiences and feedback shape your understanding of their needs and how this helps you tailor your approach to deliver greater value. A focus on customer satisfaction and a willingness to iterate your methods based on feedback will resonate positively.

Share a specific example where you championed a customer success initiative within your team, describing the strategies you employed to create a culture of collaboration focused on client outcomes. Discuss how this contributed to improved client satisfaction, retention rates, or upselling opportunities, emphasizing leadership and teamwork capabilities.

Your response should reflect your passion for the company's mission and products, showcasing how ServiceNow's values align with your own career aspirations. Discuss your knowledge of their solutions and how you see yourself contributing to the company's growth while also benefiting from the professional development and collaborative culture offered at ServiceNow.