Senior Services Account Executive - Marquee Account

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 7,400+ 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.

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

About Customer Outcomes

ServiceNow relies on a methodology called Now Value (Envision, Create, Validate, Champion). Customer Outcomes purpose is to make sure this wheel is executed in a timely fashion, and more importantly with the appropriate acceleration toward the client’s value creation.

In 2022, ServiceNow is leveraging its Expert Services and legacy Customer Success towards a new product called Impact, fully dedicated to value visualization and acceleration. The Services Account Executives' role is to propose to our client the most adapted implementation approach towards maximized value creation.

Job Description

What you get to do in this role: Positioning and selling ServiceNow Services in a global account setting across wider internal and external team collaboration. 

You can be based anywhere across Germany.

Sales Strategy:

• Leveraging on the Now Value approach, orchestrate an extended pre-sales team (Inspire, Enterprise Architect) to define the position transformation services for our client’s digital endeavor
• As a result, a book of business, based on territories' Account Plans, will reflect Customer Outcomes ambition throughout the year
• Promote Customer Outcomes offers in the company, primarily with the Sales Directors and Account Executives attached to the territories
• Maintain a healthy book of business, ensuring a high level of predictability at the portfolio level, in accordance with Sales Operations standards

Sales Execution :

• Act as the primary point of contact for the customer with regards to ServiceNow’s Services portfolio (Expert Services, Training, Impact)
• Lead engagement negotiation, ensuring legal and operational stakeholder evaluations are performed resulting in acceptable organizational risk taken by ServiceNow
• Ensure that plans are developed such that the full array of licensed products may be deployed not just that which might be needed for a first project
• Ensure that each services proposal is drafted to maximize the chances of the client providing high marks for project satisfaction.

Post Sales Execution :

• Ensure successful transition to the Delivery organization through comprehensive briefings and handover

• Ensure that each services contract enables revenue to be recognized in a timely and consistent fashion with minimal risk of detrimental revenue adjustment

• Drive the client to provide references that will stand as lighthouse on the market

• Identify business development plans for accounts with low customer satisfaction, low adoption/usage and upgrade requirements

Qualifications

To be successful in this role you have:

• Ability to freely communicate in German and English languages

• International work experience and Marquee account management

• Demonstrable experience in selling professional services and/or solutions in the software industry within internal accounts

• Consultative sales experience is required

• Ability to build and collaborate strong relationships within the internal and external ecosystem in an international account setting, ensuring proper engagement with core teams and customers

• Excellent communication skills, analytical skills and a thorough understanding of cloud application technology and trends

• Proven track record of meeting and exceeding quota and key success metrics

• Ability to segment account list and identify appropriate investment of resources

• Cross-functional teamwork skills. Able to handle tough conversations and challenging meetings with internal and external stakeholders

• Display a balance of strategic and tactual skills with a high level of intellectual agility

• Strong focus on ownership and execution against deadlines while managing multiple opportunities at a time

• Often local & seldom international travel required 

• Right to work in Germany

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 [email protected] for assistance.

Please Note: Fraudulent job postings/job scams are increasingly common. Click here to learn what to watch out for and how to protect yourself. All genuine ServiceNow job postings can be found through the ServiceNow Careers site.

From Fortune. © 2022 Fortune Media IP Limited All rights reserved. Used under license.

Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of, ServiceNow.