Senior Services Account Executive

Summary

Join ServiceNow as a Services Account Executive and contribute to the Customer Excellence Group, accelerating platform adoption and driving customer business outcomes. You will sell service offerings to help regulated industry customers successfully adopt purchased products and achieve expected business outcomes. This quota-carrying role involves developing and executing a services sales strategy, proactively creating demand for new opportunities, and collaborating with sales, customer success, and partner teams. You will serve as a trusted advisor, understanding customer digital transformation roadmaps and driving the right service mix. Responsibilities include leading solutioning, scoping, proposal development, and value-based selling. The position requires significant experience in services sales within SaaS and a proven track record of achieving sales targets.

Requirements

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI’s potential impact on the function or industry
• Minimum 12 years of previous services sales experience gained within a SaaS software or solution sales organization (or reasonably equivalent)
• New account sales focus, operating independently to identify new opportunities
• Demonstrable track record of achieving Services, Success, or Training sales targets
• Ability to communicate and collaborate across lines of business and multiple customer and partner personas, including executives
• Strong operational command – managing end-to-end franchise
• Travel up to 50% (depending on geography/region)

Responsibilities

• Collaborate with software sales account teams, Customer Excellence Group team members, and our eco-system of delivery partners
• Develop and execute a services sales strategy in the designated territory with a target account list
• Proactively create new Services opportunities in both new and installed base customers
• Create pipeline and manage end-to-end forecasting process for Services opportunities
• Serve as a trusted advisor to the customer by understanding their existing and future digital transformation roadmap and driving the right mix of ServiceNow services to meet their needs
• Arrange and conduct Executive and CxO services-related discussions in alignment with the account strategy
• Lead extended team in solutioning and scoping, and proposal development
• Execute value-based selling methodology for Services opportunities

Preferred Qualifications

Existing relationships in large enterprise accounts a plus