Sr Enterprise Account Executive - State & Local Government - job 1 of 2

The primary responsibilities of a Sr Enterprise Account Executive at ServiceNow include generating new business sales revenue via a SaaS license model. This involves account and territory planning, researching customer prospects, and managing field-based sales activities. A key aspect of the role is developing relationships with C-suite executives and leading a virtual team to craft strategies that align with the client's IT roadmap.

To be successful as a Sr Enterprise Account Executive at ServiceNow, candidates must have a minimum of 10 years in software or solution sales, particularly with experience in creating trusted relationships with clients. A track record of achieving sales targets and managing C-level relationships is essential. Additionally, the ideal candidate will have strong strategic insight into IT operations and the ability to support a collaborative, customer-focused environment.

Yes, the Sr Enterprise Account Executive position at ServiceNow requires a willingness to travel up to 50%. This travel is essential for meeting clients, building relationships, and executing sales strategies effectively within the assigned territory.

ServiceNow offers a flexible and trust-based work environment for its employees, which includes the practical option of remote work. As a Sr Enterprise Account Executive, you will engage in collaborative projects, work closely within a virtual team, and receive support from various departments to exceed client expectations.

ServiceNow values inclusivity and encourages candidates from diverse backgrounds to apply for the Sr Enterprise Account Executive position. The company recognizes that unique experiences enrich the team, ensuring a broad range of perspectives is represented. They also encourage those who may not meet every qualification to still apply, fostering an environment where dreaming big is welcomed.

In answering this question, discuss specific victories in your previous roles, focusing on the strategies you employed to generate new leads, close sales, and establish ongoing client relationships. Highlight any instances where you exceeded your targets.

Discuss your approach to relationship building, emphasizing listening skills, understanding client needs, and maintaining regular communication. Share examples of how you successfully navigated past interactions with C-suite leaders.

Talk about your research methods and your approach to asking insightful questions during introductory meetings. Explain how understanding their goals allows you to tailor your solutions effectively and serve as a trusted advisor.

Describe your organizational skills and the tools or methods you use to prioritize tasks. Mention how you ensure high-quality engagement with all prospects, regardless of their stage in the sales funnel.

Provide a specific example of a successful negotiation from your past. Highlight your preparation, understanding of the client’s needs, and how you arrived at a win-win outcome.

Express your knowledge about ServiceNow’s offerings, particularly those related to public sector solutions. Discuss how these products address common inefficiencies and contribute to improved service delivery.

Explain your methodology for account planning, which should include segmentation of targets, understanding client needs, and developing step-by-step engagement strategies tailored for each account.

Discuss a challenging experience and focus on your problem-solving skills. Highlight the strategies you implemented to turn the situation around and the positive outcome that resulted.

Talk about your belief in customer partnerships and how you gather feedback. Discuss how adapting your approach based on client input leads to better product fit and successful long-term relationships.

Articulate your passion for innovative technology and its potential to transform industries, especially in the public sector. Highlight how your values align with ServiceNow’s mission to make the world work better for everyone.