Hyperscaler Sales Executive Azure

We are seeking a highly motivated sales executive to drive a structured plan to accelerate and scale the growth of our Hyperscaler business with a focus on our territories in EMEA South. You will focus on our largest most strategic Marquee enterprise customers, build close relationships with C-level customer stakeholders, and work closely with our core account teams and Hyperscaler account teams to create, qualify, mature, and close incremental NNACV for ServiceNow in a predictable manner quarter over quarter.

This is a key and strategic role that requires top-of-funnel sales generation, bottom-of-funnel closing, and an operating/forecasting rigor. You must be a highly motivated team player with the ability to work cross-functionally to establish broad senior-level relationships at customers and have a proven track record of delivering success in a quota-carrying capacity, ideally in enterprise sales. You should demonstrate a strong business acumen, have outstanding communication skills, and be able to effectively build relationships, negotiate complex contracts, and help close large ($1M) purchase decisions for the biggest brands in the world.

You will achieve sales quotas for allocated accounts and/or territory on a quarterly and annual basis by:

• Developing a sales strategy in the allocated territory with a target prospect list and a robust franchise plan to quota. In addition, it will be important to have detailed account plans for key customers in alignment with core AEs.
• Prospect qualification and the development of new sales opportunities and ongoing revenue streams in collaboration with NOW and Hyperscaler account teams.
• Arranging and conducting initial Executive and CxO discussions and positioning meetings; close collaboration with your Account Team / Solution Consulting counterpart and extended team to deliver art of the possible demonstrations showcasing ServiceNow's Now on Hyperscaler solutions as well as clear articulation of business value / ROI.
• Building robust mutual close plans with account teams and customers to enable successful and predictable closure of NNACV transactions. This includes a clear understanding of procurement cycles/stakeholders, managing buyers/budgets across infrastructure and software categories, and aligning supporting functions across NOW/Hyperscaler/customer to enable transaction closure (e.g. deal desk, legal, finance, etc.).
• Being the trusted advisor to the customer by understanding their existing and future roadmap to drive the ServiceNow platform with the Hyperscalers Cloud offerings.
• World-class sales process management and opportunity closure as well as forecasting hygiene and capabilities.
• Ensuring alignment with Value Selling (i.e., NOW Value Prompter), NowSell principles, and ISV 3-way sales.

Qualifications:

To be successful in this role you have:

• 10 years of experience in enterprise software sales and/or sales management with a strong track record on sales attainment (consistently meeting/beating quotas).
• Exceptional written and verbal communication skills, strategic, top-down, concise.
• Proven ability to develop trusted advisor relationships with customers and sales organizations; demonstrated ability to advise and influence senior leaders across multiple teams/departments on strategy, messaging, and customer engagement.
• Resourceful, self-motivated, and able to prioritize independently in a dynamic, high-growth environment.
• Ability to achieve revenue growth and solution revenue growth targets for their overall region and accounts in partnership with the direct account sales teams.
• A working knowledge of the ServiceNow and Hyperscaler Cloud Platforms (ideally Azure).
• Ability to travel up to 50% of the time.
• Bachelor's and/or Master's degree in Business, Technology, or related fields.

Not sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds including non-traditional paths. Unique experiences enrich our team and the willingness to dream big makes you an exceptional candidate!

Additional Information:

Work Personas:

We approach our distributed world of work with flexibility and trust. Work personas (flexible remote or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work. Learn more here.

Equal Opportunity Employer:

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.

Accommodations:

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process or are unable to use this online application and need an alternative method to apply, please contact us for assistance.

Export Control Regulations:

For positions requiring access to controlled technology subject to export control regulations including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.

Remote Work:

No

Employment Type:

Full-time