Sr Enterprise Account Executive - job 1 of 2

As a Senior Enterprise Account Executive at ServiceNow, you'll focus on producing new business sales revenue from our SaaS license offerings. This includes a range of responsibilities such as developing strategic relationships with C-suite executives, overseeing client relationship mapping, orchestrating account strategies, and advising clients on how ServiceNow can align with their IT goals. Your role will also involve identifying the right specialist resources to support in securing deals.

To thrive as a Senior Enterprise Account Executive at ServiceNow, candidates should possess at least 10 years of full-cycle, quota-carrying experience within an Enterprise Software organization, specifically in PaaS or SaaS. Experience in the retail industry is essential, alongside proven success in building relationships with C-level executives, negotiating deals, and achieving sales targets while promoting a customer-focused team environment.

Yes, the Senior Enterprise Account Executive role at ServiceNow requires a willingness to travel up to 50%. This travel is essential for engaging with clients, building stronger relationships, and attending important sales meetings to drive business success.

ServiceNow actively values inclusivity in its hiring process for the Senior Enterprise Account Executive position. We welcome candidates from diverse backgrounds and non-traditional paths, believing that unique experiences enrich our team. We strive to create an accessible environment where every qualified individual can thrive.

The salary range for a Senior Enterprise Account Executive at ServiceNow is competitive, starting at $122,950 and going up to $202,850, plus equity and variable compensation based on performance. It’s crucial to note that compensation can vary depending on individual qualifications, skill levels, competencies, and work location.

When answering this question, focus on specific examples from your past roles where you've successfully built rapport with C-level executives. Highlight your approach to understanding their unique challenges and how you provided solutions that aligned with their business objectives, showing that you can engage stakeholders effectively.

In your response, emphasize any sales methodologies or frameworks you've used that have proven effective, such as consultative selling or account-based marketing. Discuss measurable outcomes to demonstrate the success of these strategies, ensuring the interviewer sees your proven ability to meet and exceed targets.

This is an excellent opportunity to show your problem-solving skills. Share a specific challenge, such as market competition or client resistance, and detail the steps you took to address it, the strategies you employed, and the positive outcomes that resulted from your persistence.

Discuss your systematic approach to understanding a new client’s business needs, analyzing their industry trends, and aligning ServiceNow's offerings with their goals. Highlight the importance of thorough research and collaboration with internal teams to devise an effective and tailored account strategy.

In your answer, mention various tools and practices you utilize to manage and forecast your pipeline effectively. Talk about CRM systems you might have used, your approach to lead nurturing, and how you prioritize prospects to maintain a steady flow of opportunities.

When addressing this question, recall a specific negotiation scenario where you faced challenges. Detail your thought process, the negotiation tactics you employed, and how your efforts resulted in a successful deal, showcasing your skills and adaptability.

Share your understanding of customer success principles and provide examples from past experiences where you advocated for clients, ensuring their needs shape the way you deliver solutions. Express the importance of building long-term relationships that foster mutual benefit.

Discuss the specific sales tools or CRM systems you’ve utilized in your previous roles, articulating how these tools have helped you monitor performance metrics and gain insights that drive your approach to meeting sales targets.

This question requires you to demonstrate your understanding of ServiceNow’s mission and values. Discuss what excites you about the company's culture, technology, and growth opportunities, and connect it to your own career aspirations and objectives.

Elaborate on your collaborative skills and how you involve different internal stakeholders in the sales process. Provide examples that reflect your experience in coordinating with marketing, technical support, and other departments to ensure a seamless experience for the customer.