Senior Enterprise Account Executive

About the role

In this pivotal position, you will be responsible for generating new business revenue by selling Software as a Service (SaaS) licenses to large enterprise clients. This role demands a strategic approach to territory management, thorough prospect research, and effective execution of field-based sales strategies to achieve success.

Key facts

What you'll do

• Establish and nurture relationships with high-level executives, including Chief Financial Officers (CFOs), Chief Information Officers (CIOs), Chief Operating Officers (COOs), and Chief Digital Officers (CDOs) to foster long-term partnerships.
• Develop and implement account strategies by collaborating with internal stakeholders such as solution consultants and marketing teams to align efforts with client needs.
• Serve as a trusted advisor to clients by effectively matching ServiceNow's offerings with their unique IT strategies and objectives.
• Identify the appropriate moments to engage specialized support teams to enhance sales opportunities and address complex client requirements.
• Conduct in-depth market analysis to identify potential clients and understand their business challenges, ensuring tailored solutions are presented.
• Lead negotiations with enterprise clients, ensuring favorable terms and conditions while maintaining a focus on long-term relationship building.
• Monitor industry trends and competitive landscape to inform account strategies and identify new business opportunities.
• Prepare and deliver compelling presentations and demonstrations of ServiceNow's products to showcase their value and capabilities to prospective clients.
• Collaborate with cross-functional teams to ensure successful implementation of solutions and ongoing client satisfaction post-sale.
• Maintain accurate records of sales activities and client interactions in the CRM system to track progress and inform future strategies.
• Participate in industry events and networking opportunities to promote ServiceNow and expand your professional network.
• Continuously seek feedback from clients to improve service delivery and product offerings, ensuring alignment with market demands.

Requirements

• A minimum of 10 years of experience in software or solutions sales, with a strong focus on enterprise-level engagements.
• A proven history of successfully closing SaaS deals, particularly within the Baltic region, demonstrating an understanding of local market dynamics.
• A track record of consistently meeting or surpassing sales targets, showcasing your ability to drive revenue growth.
• Experience in managing intricate negotiations and fostering executive-level partnerships that lead to long-term business relationships.
• Familiarity with integrating artificial intelligence tools into business processes, enhancing decision-making and analytical capabilities.
• Willingness to travel for business purposes, with the expectation of up to 50% travel time.
• Proficiency in English is required, along with fluency in at least one local language, ideally Estonian.

Nice to have

• Knowledge of the Russian language, which can enhance communication with certain client segments.
• Previous experience in a similar role within the IT service management sector.
• Familiarity with the latest trends and technologies in enterprise software solutions.

Skills & tools

• Expertise in SaaS sales strategy development and execution.
• Strong capabilities in territory and account planning to maximize business opportunities.
• Proficient in managing relationships with C-suite executives and understanding their business needs.
• Ability to integrate AI-driven solutions into workflows to improve efficiency and effectiveness.
• Experience in consulting on IT roadmaps to align technology solutions with business goals.

Practical notes

• ServiceNow is committed to being an equal opportunity employer and is dedicated to providing reasonable accommodations throughout the application process. Interested candidates can reach out via globaltalentss@servicenow.com for assistance.
• Employment may be subject to export control regulations, which could necessitate government approval for certain applicants.
• The flexibility of the work location will be determined based on specific work personas, taking into account the nature of the role and proximity to the nearest office.

Join ServiceNow and be part of a dynamic team that is dedicated to transforming the way organizations operate through innovative technology solutions. Your expertise will play a crucial role in helping enterprise clients navigate their digital transformation journeys.

About the company

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today - ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®.