Sr Enterprise Account Executive | Federal

As a Sr Enterprise Account Executive at ServiceNow, your primary responsibilities include generating new business sales from a SaaS license model, developing strategic relationships with C-suite executives, and orchestrating account strategies across a diverse virtual team. You’ll be responsible for account planning, territory management, and ensuring your clients receive tailored support, all while maintaining a focus on achieving sales targets.

To qualify for the Sr Enterprise Account Executive role at ServiceNow, candidates should have over 10 years of sales experience within software or solutions organizations, including a proven track record of establishing trusted relationships with clients. It's essential to have experience in negotiating deals, understanding customer success, and being adept in a collaborative team environment. A willingness to travel up to 50% is also necessary.

At ServiceNow, a Sr Enterprise Account Executive can expect a supportive and collaborative team environment. You’ll work alongside Solutions Consultants, Partners, and Marketing professionals, all dedicated to aligning strategies and ensuring client success. The culture prioritizes teamwork and a shared vision, allowing everyone to shine in their strengths and contribute to the company’s goals.

ServiceNow is committed to the professional growth of its employees, including Sr Enterprise Account Executives. You will receive ongoing training and resources to stay current with the latest market trends and solutions offered by the company. Account executives are encouraged to participate in mentorship programs and workshops that focus on enhancing sales strategies and personal development.

Building C-suite relationships is crucial for a Sr Enterprise Account Executive at ServiceNow because these executives are key decision-makers in their organizations. Establishing trust and understanding their business challenges allows you to tailor solutions that align with their strategic goals, ultimately driving successful sales outcomes and fostering long-term partnerships.

In answering this question, focus on specific examples where you successfully cultivated relationships with top-level executives, detailing your approach to building trust and understanding their business needs. Highlight any successful sales or project outcomes that resulted from these relationships.

Discuss various strategies you have implemented, such as targeted account planning, utilizing data analytics to identify sales opportunities, or collaborating with marketing to create engaging campaigns. Highlight how these strategies led to exceeding targets and contributing to overall business growth.

Emphasize the need for a deep understanding of the customer’s goals and challenges. Discuss how you’ve previously collaborated with teams to provide tailored solutions and support that directly address those issues, ensuring a positive customer experience and lasting partnerships.

Describe your approach to objection handling as a consultative process. Share specific techniques you use, such as active listening to fully understand concerns, followed by addressing those points thoughtfully with relevant data and examples that highlight the value of your solution.

Provide a detailed account of a complex sales situation, outlining the challenges faced and your approach to solving them. Focus on the skills you employed, such as negotiation techniques and collaboration with internal teams, that ultimately led to a successful outcome.

Discuss your commitment to continuous learning. Share resources you regularly use to stay updated, like industry publications, webinars, or networking events, and how this knowledge informs your sales strategies and client conversations.

Highlight the importance of collaboration with other departments and team members. Provide examples of how cross-functional teamwork has helped you succeed in your role, such as leveraging resources from marketing or product teams to enhance sales approaches and achieve client objectives.

Explain your method for assessing the potential value of accounts in your territory. Discuss factors you consider, such as revenue potential, market presence, and the strategic fit of each account, and how you allocate your time and resources accordingly to maximize results.

Share what drives you in your sales career, whether it's achieving targets, helping clients succeed, or being a part of an innovative company like ServiceNow. Discuss how this motivation translates into your daily work and overall approach to sales.

Express genuine interest in ServiceNow's mission and values, and connect it to your own career goals and values. Discuss how you believe you can contribute to the company's success while also advancing your professional development in this innovative role.