ServiceNow
Enterprise Account Executive
By digitizing and automating siloed processes, we dramatically improve experiences for those who work for you and those who work with you.
Sales and Customer Success
Full-time
Office | Melbourne, VIC, Australia
Visa sponsorship · No
Senior · A role for someone with advanced knowledge and skills. May involve mentoring, leading others or specialisation. Typically at least 5 years of experience.
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Why ServiceNow
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 7,400+ customers, we serve approximately 80% of the Fortune 500, and we're proud to be one of FORTUNE's 100 Best Companies to Work For® and World's Most Admired Companies® 2022.
About the role
Job Description We transform customer journeys with AI-powered experiences that will deliver fast self-service, awesome customer service and seamless field support all on one, single unified platform. We improve millions of enterprise workflows and are the AI platform for business transformation. We are looking for an Enterprise Account Executive who can put AI to work for our customers. 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:
- Develop relationships with multiple C-suite personas (e.g., CFO, CIO, COO, CDO) across all product sales
- Oversee client relationship mapping to the account team, orchestrating an account strategy across a broad virtual team (Solutions Consultants, Solutions Specialist, Success resources, Partners and Marketing, etc.)
- Be a trusted advisor to your customers by understanding their business and advising on how ServiceNow can help their digital transformation
- Identify the right specialist/ support resources to bring into a deal, at the right time
Qualifications To be successful in this role you have:
- 7+ years of sales experience within software OR solutions sales organization
- Experience establishing trusted relationships with current and prospective clients and other teams
- Ability to produce new business, negotiate deals, and maintain healthy C-Level relationships
- Experience achieving sales targets
- The ability to understand the "bigger picture" and our plans around the entire enterprise
- Experience promoting a customer success focus in a "win as a team" environment
What you'll be responsible for
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Outbound Prospecting
Generate new sales opportunities and move them through the funnel by drafting outreach messages and sequences, and identifying the needs of customers
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Lead Qualification
Determine which prospective customers are most likely to purchase the organization's product/service, using a lead specific qualification framework
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Sales Pipeline Management
Efficiently navigate the CRM and other operational tools to create, update, retrieve, and understand information about accounts and opportunities
Skills you'll need
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Results orientation
Focuses on outcomes and the steps it takes to achieve them
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Learning agility
Identifies and applies strategies to enhance reception, retention and use of newly acquired information, skills, and abilities
- 🎙
Verbal communication
Speaks clearly to convey information effectively to a target audience
Meet the team
At ServiceNow, we have a passion for driving customer success that helps fuel digital transformation and makes a meaningful impact on people and communities. Which is why we’re hiring Sales pros ready to help guide global companies through their digital transformations, working with the C-Suite to help change the world of work for everyone. Make your mark as a champion for customer success throughout the sales journey.
Our success is based on the success of our customers and partners. As part of the ServiceNow Global Sales team, Inside Sales helps find, nurture, and close both pre- and post-sales opportunities from the inside. So, if pre-sales fires you up, perhaps being an Account Development Rep, Inside Sales Rep, Inside Solution Consultant, and Renewals Sales Rep is the role for you. If post-sales is where you shine, we are always looking for exceptional talent in Customer Success Advocacy.