Associate New Logo Account Executive

About the role

In this role, you will play a key part in driving business expansion by identifying and securing new clients within a specified territory. Your primary focus will be on transforming potential leads into long-term partnerships by aligning ServiceNow's innovative platform with the operational objectives of prospective clients, as part of the DESCO21 go-to-market strategy. You will own the end-to-end sales cycle for new logos, taking responsibility for building trusted relationships with executive stakeholders. This position requires you to act as a strategic consultant who connects client business challenges with precise technological solutions. You will leverage data and insights to prioritize opportunities and maximize the potential within your assigned market. Success in this role will be defined by your ability to generate sustainable, new revenue streams through high-quality acquisitions. You will serve as the primary point of contact, ensuring a seamless journey from initial discovery to a successful deal closure. Ultimately, you will contribute directly to the growth and market leadership of ServiceNow in your designated region.

Key facts

What you'll do

• Oversee a pipeline of new accounts by implementing effective territory planning and maintaining analytical tracking to ensure progress.
• Design and execute tailored account strategies aimed at achieving new revenue goals across multiple industry verticals.
• Build and nurture relationships with partner networks and internal teams to facilitate the sales process and remove obstacles.
• Conduct thorough research on prospect technology infrastructures, business challenges, and competitive environments to customize your sales approach.
• Lead the entire sales process, from initial outreach to successfully closing deals and securing contractual agreements.
• Ensure a smooth transition of newly acquired accounts to the Account Management team following the initial sale to guarantee continuity.
• Collaborate with marketing teams to align campaigns with sales strategies and enhance lead generation efforts and messaging.
• Monitor industry trends and market dynamics to identify new opportunities for growth and competitive advantage.
• Provide regular updates and reports on sales activities, forecasts, and pipeline status to management for informed decision-making.
• Participate in training and development programs to continuously enhance your sales skills and product knowledge.
• Engage with clients post-sale to ensure satisfaction and identify opportunities for upselling or cross-selling additional services.
• Attend industry events and networking opportunities to represent ServiceNow and expand your professional network effectively.
• Perform detailed competitive analysis to understand market positioning and refine your value proposition consistently.
• Utilize advanced consultative selling techniques to uncover client needs and present compelling business cases for transformation.

Requirements

• A minimum of 4 years of experience in a sales role that involves meeting quotas, specifically in technology-driven direct sales with a focus on acquiring new accounts.
• A proven track record of successfully selling Software as a Service (SaaS) solutions across diverse business sectors and vertical markets.
• Familiarity with IT Service Management, Human Resources, Security Operations, or IT Operations Management software is essential for demonstrating value.
• Demonstrated capability to maintain precise sales forecasts on a monthly, quarterly, and annual basis with a high degree of accuracy.
• Willingness to travel up to 50% of the time based on regional requirements to meet clients and close deals effectively.
• A strong history of consistently meeting or surpassing established sales targets and exceeding performance expectations.
• Strong written and verbal communication skills to articulate complex solutions to technical and executive audiences.
• Ability to work independently with minimal supervision while managing multiple priorities and deadlines efficiently.
• Experience collaborating with cross-functional teams such as marketing, product, and delivery to ensure client success.
• Demonstrated resilience and adaptability in navigating complex sales cycles and overcoming objections professionally.
• Proficiency in using CRM systems to manage contacts, track interactions, and report on sales activities accurately.
• Commitment to adhering to company policies, ethical standards, and security protocols in all client interactions.

Nice to have

• Experience in working with enterprise-level clients and understanding their unique needs and decision-making processes.
• Knowledge of CRM tools and sales enablement platforms to streamline sales processes and improve efficiency.
• Previous experience in a fast-paced, high-growth environment where agility and quick learning are essential.
• Familiarity with competitive analysis and market positioning strategies to differentiate offerings effectively.
• Understanding of digital transformation initiatives within organizations and the challenges they face.

Practical notes

• Employment is subject to the successful acquisition of any necessary export control licenses or government approvals before starting.
• ServiceNow is committed to being an equal opportunity employer, ensuring a diverse and inclusive workplace for all employees.
• Reasonable accommodations for the application process can be requested by reaching out to globaltalentss@servicenow.com if needed.
• Candidates are encouraged to apply if they meet the qualifications and are interested in contributing to a leading company in the technology sector.
• This role offers a competitive salary and benefits package, reflecting the importance of the position within the organization and its impact on growth.
• Candidates must be located in one of the following states: Georgia, Florida, North Carolina, or South Carolina.
• The position requires a high level of professionalism, integrity, and the ability to represent ServiceNow's brand positively in all interactions.
• Successful candidates will undergo an onboarding process designed to integrate them effectively into the company culture and operational workflows.
• Continuous learning and professional development are encouraged to keep pace with the evolving technology landscape and customer expectations.
• This position plays a critical role in the company's growth strategy and requires a proactive, results-oriented mindset.
• The role involves frequent interaction with internal stakeholders, requiring strong collaboration and interpersonal skills.
• Travel may be required within the assigned territory, and candidates should be prepared for a dynamic work schedule.
• The candidate will be evaluated on their ability to meet and exceed sales quotas consistently.
• This is an excellent opportunity for a motivated individual looking to build a career in enterprise technology sales.
• You will be responsible for managing your own territory and prioritizing accounts to achieve maximum revenue potential.
• The ideal candidate will have a deep understanding of the value proposition of cloud-based software solutions.
• You will work closely with customer success teams to ensure a seamless handoff and long-term client retention.
• This position contributes directly to the company's strategic goals of market expansion and revenue generation.
• You should be comfortable working with ambiguity and navigating fast-moving sales environments.
• The role requires a proactive approach to identifying new business opportunities and building a robust sales pipeline.
• Strong analytical skills are necessary to interpret market data and adjust strategies accordingly.
• This position is integral to maintaining ServiceNow's competitive edge in the enterprise software market.
• Candidates must be able to demonstrate a clear history of achieving sales objectives and building strong client relationships.
• The position requires a balance of aggressive sales tactics and consultative relationship building.
• You will be expected to maintain a high level of organization and time management to succeed in this role.
• The role offers significant earning potential through commissions and performance bonuses.
• Professional development opportunities are provided to help you grow within the company and advance your career.
• This position is suitable for a self-starter who thrives on challenge and is passionate about technology sales.
• You will be part of a larger team focused on driving innovation and delivering exceptional value to customers.
• The role requires adaptability to changing market conditions and customer requirements.
• Success in this position is measured by your ability to generate new business and contribute to the overall growth of the company.
• You will be responsible for maintaining a high level of product knowledge to effectively communicate solutions to clients.
• The position involves significant interaction with C-level executives and key decision-makers.
• You must be comfortable with goal setting and performance tracking to ensure consistent achievement of targets.
• This role is critical to the future direction of ServiceNow's growth strategy in North America.
• Candidates should have a strong work ethic and the determination to succeed in a competitive sales environment.
• The position requires the ability to build trust quickly with potential clients and stakeholders.
• You will be expected to follow up on leads promptly and manage your time efficiently to maximize productivity.
• This role offers the chance to work with cutting-edge technology and solve complex business problems for clients.
• Strong negotiation skills are necessary to close deals and create mutually beneficial agreements.
• The candidate must be able to work collaboratively with team members across different departments.
• This position is ideal for someone who seeks a challenging and rewarding career in sales.
• You will be responsible for maintaining detailed records of all sales interactions and outcomes.
• The role requires a commitment to continuous improvement and learning in the sales profession.
• Candidates should be prepared to present solutions clearly and persuasively to various audiences.
• This position contributes to the overall strategic objectives of the company by acquiring new business.
• You will be expected to adhere to strict deadlines and deliverables related to sales targets.
• The role involves a significant amount of interaction with internal and external stakeholders.
• Success in this position requires a results-driven approach and a focus on achieving tangible outcomes.
• Candidates must be able to demonstrate the value of ServiceNow solutions to potential clients effectively.
• This position offers opportunities for career advancement based on performance and contribution to company growth.
• You will be responsible for managing your pipeline and ensuring a steady flow of opportunities.
• The role requires a high degree of accountability for personal performance and team success.
• Candidates should be prepared to travel within the designated region to meet clients and partners.
• This position is essential for driving new business growth and maintaining the company's market position.
• You will be expected to utilize sales tools and technology to enhance your productivity and effectiveness.
• Strong problem-solving skills are necessary to address client concerns and find appropriate solutions.
• This role offers a unique opportunity to be at the forefront of enterprise software sales.
• Candidates must be able to adapt their sales techniques