Sr Enterprise Account Executive (Telco)

Company Description

At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you.

With more than 7,700+ customers, we serve approximately 85% of the Fortune 500, and we're proud to be one of FORTUNE 100 Best Companies to Work For and World's Most Admired Companies.

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.

Job Description

This role is focused on the Telecom industry vertical, serving a combination of existing and new customers. You will be very familiar with the unique challenges and opportunities being faced across this industry in the core business segments (enterprise and consumer). Your appreciation of this industry and transformational trends refocusing your customer’s leadership priorities helps your credibility across the C-Suite.

In a business cycle where many operators are balancing the risks and benefits of ‘build versus buy’, your strong relationships across the partner ecosystem will be vitally important to tailor a business outcome for your customer that continues to deliver value over the longer term.

You will produce new business sales revenue from a SaaS license model. You will accomplish this through account planning, territory planning, researching prospect customers, using business development strategies, and completing field-based sales activities within a defined set of prospects, territory, or vertical.

What you get to do in this role:

• Grow meaningful relationships across C-suite personas (e.g., CEO, COO, CFO, CTO, CIO, CDO, CISO) across all product BU’s.
• Oversee client relationship mapping to the account team, orchestrating an account strategy while leading across a broad virtual team (Solutions Consultants, Solutions Specialist, Success resources, Partners and Marketing, etc.). It may be likely this includes close collaboration with the partner ecosystem serving the customer.
• Be a trusted advisor to your customers by understanding their business and advising on how ServiceNow can help their business transformation priorities.
• Identify the right specialist/support resources to bring into a deal, at the right time.

Qualifications

To be successful in this role you have:

• 20+ years of sales experience within software or solutions sales organization.
• Experience working for a complex managed services organization and a track record of negotiating multiyear multi-million dollar managed services contracts or larger material outsource contracts with your customer.
• Experience establishing trusted relationships with current and prospective clients and other teams.
• Experience producing new business, negotiating deals, and maintaining healthy C-Level relationships.
• Experience achieving sales targets.
• The ability to understand the "bigger picture" and reframe customer engagements that are focused on their business priorities.
• Experience promoting a customer success focus in a "win as a team" environment.
• Willingness to travel up to 50%.

Additional Information

ServiceNow is an Equal Employment 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.

At ServiceNow, we lead with flexibility and trust in our distributed world of work. Click here to learn about our work personas: flexible, remote and required-in-office.

If you require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at talent.acquisition@servicenow.com for assistance.

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