Sr. Enterprise Account Executive | Federal

The primary responsibilities of the Sr. Enterprise Account Executive at ServiceNow include producing new business sales revenue through effective account and territory planning, developing relationships with C-suite executives, and leading a virtual team to execute account strategies. You will be responsible for mapping client relationships, understanding the IT needs of customers, and coordinating the right resources to secure deals.

To qualify for the Sr. Enterprise Account Executive role at ServiceNow, candidates should have over 10 years of sales experience, preferably in software or solutions sales. You should exhibit a knack for establishing trusted relationships, achieving sales targets, and promoting teamwork for customer success. A solid understanding of IT strategy and the willingness to travel up to 50% are crucial.

ServiceNow promotes a flexible work culture, giving its Sr. Enterprise Account Executives the freedom to choose their work personas, whether that’s remote or in-office. The company values flexibility and trust among its employees, ensuring that you can maintain an effective work-life balance while pursuing ambitious sales goals.

ServiceNow offers comprehensive training for new Sr. Enterprise Account Executives to ensure they are fully equipped to succeed. This includes onboarding sessions focused on the company's products, sales strategies, and best practices for client relationship management. Additionally, ongoing support and development opportunities are available to promote continual growth within the role.

The company culture at ServiceNow is centered around innovation, collaboration, and inclusivity. For the Sr. Enterprise Account Executive role, you will find a supportive environment that encourages sharing unique experiences and ideas. ServiceNow celebrates diversity and promotes a 'win as a team' ethos, making it a rewarding place for sales professionals to thrive.

When answering this question, focus on specific strategies you've employed to build trust and rapport with C-suite executives. Highlight examples of successful negotiations or partnerships that resulted from your efforts, illustrating your understanding of their challenges and how your solutions aligned with their business goals.

Discuss the importance of research and segmentation in account planning. Explain how you prioritize prospects, utilize data to identify opportunities, and set measurable goals for each territory. Share tools or methodologies you prefer, showcasing your organized and strategic mindset.

Outline your negotiation strategies, such as identifying key stakeholders, understanding their pain points, and using a consultative approach to harmonize both parties' interests. Consider sharing a specific example of a successful negotiation where you achieved a win-win outcome.

Emphasize your commitment to customer engagement and communication. Talk about how you leverage regular check-ins, value-added services, and feedback loops to maintain existing client relationships while actively seeking new business through referrals and networking.

Provide insights on the CRM tools, analytics software, or communication platforms you commonly use in your sales process. Explain how these tools help streamline your workflow, track leads, and measure performance metrics, thereby driving successful outcomes.

Choose a relevant challenge that highlights your resilience and adaptability in the face of setbacks. Articulate how you approached the situation, the steps you took to overcome it, and what the outcome revealed about your capabilities as an Account Executive.

Share your personal strategies for handling rejection, such as maintaining perspective, learning from feedback, and focusing on long-term goals. Mention how you celebrate small wins and support from your team to stay motivated throughout the sales process.

Discuss your methods for grasping a client's unique business landscape. Talk about conducting thorough research, directly engaging with the client through discussions, and asking thoughtful questions to uncover their pain points and needs, ensuring your solutions are tailored effectively.

Elaborate on your experience working in cross-functional teams, emphasizing communication, transparency, and the use of collaboration tools to keep everyone aligned. Share an example of a successful project where teamwork played a crucial role.

Highlight your awareness of emerging trends such as AI integration, increased focus on customer experience, and the shifts towards remote sales models. Articulate how these trends impact the sales approach and the importance of staying adaptable and informed in a fast-evolving industry.