Sr Solution Sales Executive, Customer Workflows - US Energy & Utilities

The Sr Solution Sales Executive at ServiceNow is responsible for overseeing the market success of our Customer & Industry Workflows products. This role includes supporting territory strategy, aiding in account planning, coaching account executives, and ensuring clients understand the value of digital transformation.

To qualify for the Sr Solution Sales Executive role at ServiceNow, candidates should have over 7 years of enterprise software sales experience, at least 5 years in Customer Service Management or similar fields, and a robust understanding of the Energy and Utilities industry.

Yes, the Sr Solution Sales Executive role does require flexibility to travel, primarily within the Midwest region of the United States, for up to 50% of the time. This travel facilitates building relationships and supporting clients effectively.

ServiceNow values inclusivity and diversity, encouraging candidates from all backgrounds to apply. The company fosters an open and inclusive environment that celebrates successes and promotes collaborative teamwork among diverse talent.

Candidates preparing for the Sr Solution Sales Executive position at ServiceNow should focus on strengthening their understanding of the Energy and Utilities sector, enhancing their sales strategies, and developing strong communication skills to effectively convey complex ideas simply.

In developing a sales strategy for the Energy and Utilities sector, it's essential to analyze market trends and customer needs. I focus on building relationships, understanding client pain points, and tailoring our solutions to meet their specific requirements, which ultimately drives engagement and success.

In my previous role, I led a project that revolutionized a client’s workflow processes through digital transformation. By implementing our solutions, we streamlined operations, resulting in a significant increase in efficiency and customer satisfaction. Sharing measurable outcomes during interviews is incredibly impactful.

I have extensive experience managing the sales cycle from lead generation to closing deals. I prioritize building relationships, maintaining communication with stakeholders, and continuously aligning our solutions with client needs, which ensures a smoother process and better results.

Establishing trust involves being transparent, reliable, and demonstrating expertise in the Energy and Utilities sector. I make it a point to listen actively to clients’ concerns, provide them with valuable insights, and follow through on commitments, solidifying these crucial relationships.

Handling competition requires a thorough understanding of our differentiators. I emphasize our unique value propositions and focus on building long-term relationships rather than just trying to close a deal. This approach ensures that clients see us as partners rather than just vendors.

I recall coaching a junior sales associate who struggled with client interactions. I provided constructive feedback and shared successful strategies that worked for me. Through role-playing and shadowing, they improved significantly, leading to their first successful closure.

I keep up with industry trends by subscribing to relevant publications, attending webinars, and participating in networking events. Staying informed about technological advancements and market changes allows me to better position our solutions to prospective clients.

Teamwork is crucial in my sales approach. Collaborating with different internal teams allows us to present unified solutions to clients. I believe that involving colleagues from sales, marketing, and product development enhances our ability to meet customer needs effectively.

I measure success through various metrics, including sales quotas, client satisfaction scores, and long-term relationship quality. Regularly reviewing these metrics helps me adjust strategies and continually improve performance.

I focus on understanding the specific needs of my audience and tailoring my presentations accordingly. Utilizing clear visuals, storytelling elements, and interactive discussions fosters engagement and ensures clients can grasp complex ideas easily.