Sr Enterprise Account Executive| Financial Services

As a Sr Enterprise Account Executive at ServiceNow, your main responsibilities will include developing relationships with C-suite executives, overseeing client relationship mapping, orchestrating account strategies, and serving as a trusted advisor. You'll also be tasked with driving revenue through a SaaS license model, engaging in business development activities, and collaborating with a virtual team to ensure client success.

To be successful as a Sr Enterprise Account Executive at ServiceNow, you should have 10+ years of sales experience, particularly in a solutions sales organization. A background in establishing trusted client relationships, achieving sales targets, and promoting customer success is essential. Additionally, a willingness to travel up to 50% will be necessary, along with a strong understanding of IT business strategies.

The hiring process for the Sr Enterprise Account Executive role at ServiceNow typically includes an initial application review, followed by interviews with hiring managers and team members. You may also be asked to demonstrate your sales strategies and how you would approach client relationships. We focus on inclusivity and encourage applicants from diverse backgrounds.

At ServiceNow, you can expect a flexible work environment that values trust and collaboration. We recognize the importance of adaptability in today’s distributed work context. Depending on your role, you may have the option to work remotely, in-office, or in a hybrid setup, ensuring that you have a work persona that suits your lifestyle.

ServiceNow supports career development for Sr Enterprise Account Executives through continuous learning opportunities, mentorship programs, and a transparent path for progression within the organization. We believe in fostering a culture of growth and learning, enabling you to enhance your skills and advance your career as you contribute to our mission.

Building relationships with C-suite executives requires a strategic approach. Start by understanding their business challenges and objectives. Tailor your communication to align your solutions with their needs and demonstrate your expertise in the industry. Listening actively and maintaining frequent communication will help establish trust over time.

To meet and exceed sales targets, I focus on thorough account planning and pipeline management. This involves setting clear goals, conducting market research to identify prospects, maintaining consistent follow-ups, and leveraging insights from my sales team to refine our strategies. Continuous learning from both successes and setbacks also plays a crucial role.

Successful negotiations stem from understanding client needs and being prepared with data on the benefits of your solutions. I strive to create win-win outcomes by showing flexibility and offering tailored options that cater to the clients' specific situations. Building rapport and demonstrating empathy throughout the negotiation process is essential.

I prioritize accounts based on factors such as their potential revenue, strategic fit with our offerings, and the likelihood of closing the deal. I utilize a scoring system to assess priorities and ensure that I allocate my time effectively to focus on high-potential opportunities.

In a previous role, I encountered a challenging client relationship due to product misalignment. I initiated a meeting to listen to their concerns thoroughly, which allowed me to understand their pain points. By proposing customized solutions and involving relevant stakeholders, I transformed the relationship into a successful partnership within six months.

Customer success is fundamental as it leads to long-term relationships and repeat business. By ensuring that clients derive maximum value from our solutions, I can foster loyalty and encourage clients to advocate for our products to others. It is much easier to secure new contracts when your existing clients are satisfied and willing to refer your services.

Teamwork is integral to sales success. It allows information sharing, collaboration on strategies, and tapping into the diverse strengths of team members. I coordinate closely with technical specialists and partners to ensure we present a cohesive front and utilize the full potential of our resources when approaching prospects.

I regularly read industry publications, attend webinars, and participate in professional networks to stay updated on trends. Moreover, engaging with peers and clients helps me gain insights into what's working in the market. I apply this knowledge to refine my sales strategies and position our offerings effectively.

When defining competitive advantages for our solutions, I focus on unique features, customer testimonials, industry recognition, and our responsive support system. Understanding the specific pain points our prospects face allows me to highlight how our solutions distinctly address those issues compared to competitors.

Handling rejection in sales requires resilience and a growth mindset. I view rejections as learning opportunities, analyzing the reasons behind them to improve my approach for future interactions. Keeping a positive outlook and realizing that persistence often pays off keeps me motivated even during tougher times.