Sr Solution Sales Executive - Security

As a Sr Solution Sales Executive - Security at ServiceNow, your main responsibilities include supporting market strategy for security products built on our Service Management platform. You will work closely with account teams to align the territory strategy and support customers in realizing the potential of digital transformation. Moreover, you will coach sales personnel on specialty solutions and manage the sales cycle effectively to enhance customer satisfaction and drive sales.

To excel as a Sr Solution Sales Executive - Security at ServiceNow, you'll need at least 7 years of experience with specialty solutions and a strong background in integrating AI into business processes. A thorough understanding of sales processes is essential, along with experience in an AE or similar sales role. We also welcome candidates from diverse backgrounds, so if you don't meet every qualification, don't hesitate to apply!

The work environment for a Sr Solution Sales Executive - Security at ServiceNow is flexible and remote, allowing you to manage your work-life balance effectively. With a team culture that celebrates inclusivity and diversity, you will be part of an organization that fosters trust and supports your professional growth, regardless of your work persona—be it flexible, remote, or in-office.

ServiceNow is dedicated to the professional development of its team members, including the Sr Solution Sales Executive - Security. You will have opportunities to work collaboratively with diverse teams, gain insights from experienced peers, and receive coaching on specialty solutions, all while navigating the latest AI trends in security and digital transformation. Continuous learning and growth are integral to the company culture.

Yes, the Sr Solution Sales Executive - Security position at ServiceNow requires travel approximately 30-50% of the time. This travel is integral to building relationships with clients and partners and engaging actively in territory strategy sessions to enhance the customer experience.

When developing a territory strategy, focus on understanding client needs and researching market trends. Leverage data to create targeted plans that align with ServiceNow's goals and emphasize collaboration with account teams to execute effectively.

In discussing your experience with AI in sales strategies, highlight specific tools or processes you have utilized. Explain how you've integrated AI to enhance decision-making, streamline workflows, or improve customer interactions, emphasizing measurable outcomes.

Key metrics to consider include customer acquisition cost, lead conversion rates, and customer satisfaction scores. Furthermore, it’s essential to quantify improvements resulting from the solutions, such as increased efficiency or reduced operational costs, and how these align with client objectives.

Coaching a junior sales executive involves guiding them to ask probing questions during client discussions, understanding the specific needs of different industries, and emphasizing the importance of market research. Sharing success stories and best practices can instill confidence in their ability to identify and pursue opportunities effectively.

Fostering an inclusive work environment can be achieved by actively promoting collaboration and encouraging team members from diverse backgrounds to share their perspectives. Additionally, embrace initiatives that support diversity and inclusion while celebrating team successes collectively.

Effective account planning begins with a clear understanding of client objectives and challenges. Develop action plans that align with those goals, utilize insights from previous interactions, and collaborate with team members to ensure all touchpoints are covered, thus driving a successful sales strategy.

When sharing an experience of adapting your sales approach, focus on a specific scenario where you had to pivot your strategy based on client feedback or unexpected challenges. Highlight how this adaptability led to successful outcomes and strengthened client relationships.

Staying current on security trends requires continuous learning through industry publications, attending conferences, participating in webinars, and networking with peers. This proactive approach positions you as a knowledgeable resource for clients and helps tailor your sales strategies effectively.

Managing multiple accounts effectively entails prioritizing based on potential revenue and client needs. Utilize project management tools to track progress and set reminders for follow-ups, ensuring that each account receives adequate attention while leveraging team resources to support you.

Digital transformation is essential for businesses today as it enables improved efficiency, data-driven decision making, and enhanced customer experiences. By embracing technology, organizations can remain competitive, adapt to market changes, and achieve long-term growth goals.