Enterprise Account Exec
Job description
About the role
Enterprise Account Executive, ServiceNow
This position is centered on generating new business revenue through a Software-as-a-Service licensing model. The core mandate involves strategic account planning, defined territory coverage, and rigorous research of prospective clients. Success requires deploying business development methodologies and executing field-based sales activities within specific prospect segments, territories, or vertical markets.
Role Responsibilities
The position holder will act as a strategic partner to multiple C-level executives, including Chief Financial Officers, Chief Information Officers, Chief Operating Officers, and Chief Data Officers. A primary duty is to own the client relationship map, directing a virtual army of Solutions Consultants, Specialists, Success teams, Partners, and Marketing professionals. The role demands a consultative approach, advising clients on their broader IT transformation journey and showcasing how the ServiceNow platform can serve as an AI control tower for business reinvention. also, the incumbent must identify and mobilize the appropriate specialist support at the precise moment to advance complex deals.
The organization's foundational story, originating from an engineer automating a tedious task for a colleague, drives the mission to free knowledge workers from busywork. This enables the company to provide an AI-native platform that integrates any data, any AI, and any workflow, serving a significant portion of the Fortune 500.
Key Requirements for Success
Candidates must possess a minimum of seven years of experience within software or solutions-based sales environments. A demonstrated history of establishing trusted relationships with current and future clients, as well as internal departments, is essential. The ideal applicant can translate intricate IT strategies into tangible client value, consistently meeting revenue targets. Experience in leveraging artificial intelligence is a specific focus; the role requires critical evaluation of how AI can be embedded into operational workflows, decision-making frameworks, and problem-resolution tactics. This includes exploring AI-powered tools, workflow automation, and analyzing AI-derived insights. The ability to operate with a strategic "big picture" mindset, understanding enterprise IT direction and applying it to client scenarios, is mandatory.
Work Environment and Compliance
ServiceNow operates on a flexible work model, utilizing work personas to define location expectations. These personas, which determine remote, hybrid, or office-based status, are assigned based on job requirements and geographic location. All employment is contingent upon compliance with export control regulations, which may require government approval for certain technologies.
As an equal opportunity employer, ServiceNow evaluates all candidates without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, or veteran status. The company provides reasonable accommodations for individuals with disabilities throughout the application process.
Compensation and Location
Base salary for this role in Milan is €130,000 annually. The position is classified as full-time.
What you'll do
- Architect and execute multi-year strategic account plans for designated enterprise clients in the Milan region, aligning ServiceNow capabilities with complex business objectives.
- Lead the end-to-end sales cycle for new business opportunities, from initial discovery and stakeholder mapping to final contract execution and expansion identification.
- Conduct in-depth research on target organizations to uncover latent needs, pinpoint economic buyers, and frame compelling business value propositions specific to digital transformation initiatives.
- Serve as the primary commercial leader, orchestrating cross-functional engagement with Solutions Consultants, Specialists, Success teams, Partners, and Marketing to deliver a unified customer narrative.
- Advise senior executives on holistic IT transformation roadmaps, demonstrating how the ServiceNow AI-powered platform can function as a control tower for automating workflows and reinventing core business operations.
- Quantify and articulate the tangible financial and operational impact of proposed solutions, translating technical capabilities into clear return-on-investment narratives for decision-makers.
- Identify and activate specialized internal support at critical junctures to remove barriers, overcome objections, and accelerate momentum in stalled or complex procurement processes.
- Represent ServiceNow at industry conferences, executive briefings, and client forums, enhancing brand visibility and positioning the company as a thought leader in the AI-driven enterprise landscape.
- Maintain meticulous pipeline management and forecasting accuracy, providing transparent updates on deal health, risks, and conversion probabilities to leadership on a regular basis.
- Collaborate with internal teams to design and implement tailored commercial frameworks that address the unique buying criteria and regulatory considerations of the Italian market.
- Champion the adoption of AI-native capabilities within customer environments, enabling clients to leverage data, workflows, and intelligent automation for sustainable competitive advantage.
- Build and nurture executive-level relationships that withstand personnel changes, ensuring continuity of engagement and trust over the long term.
- Drive the adoption of ServiceNow solutions by securing executive sponsorship and aligning procurement strategies with the strategic priorities of each target organization.
- Monitor competitive landscape dynamics, adjusting sales tactics and value propositions to counter alternative solutions and preserve market share.
Requirements
Candidates must possess a minimum of seven years of experience within software or solutions-based sales environments. A demonstrated history of establishing trusted relationships with current and future clients, as well as internal departments, is essential. The ideal applicant can translate intricate IT strategies into tangible client value, consistently meeting revenue targets. Experience in leveraging artificial intelligence is a specific focus; the role requires critical evaluation of how AI can be embedded into operational workflows, decision-making frameworks, and problem-resolution tactics. This includes exploring AI-powered tools, workflow automation, and analyzing AI-derived insights. The ability to operate with a strategic "big picture" mindset, understanding enterprise IT direction and applying it to client scenarios, is mandatory.
Work Environment and Compliance
ServiceNow operates on a flexible work model, utilizing work personas to define location expectations. These personas, which determine remote, hybrid, or office-based status, are assigned based on job requirements and geographic location. All employment is contingent upon compliance with export control regulations, which may require government approval for certain technologies.
As an equal opportunity employer, ServiceNow evaluates all candidates without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, or veteran status. The company provides reasonable accommodations for individuals with disabilities throughout the application process.
Compensation and Location
Base salary for this role in Milan is €130,000 annually. The position is classified as full-time.