Senior Solution Sales Executive

Summary

Join ServiceNow as a Customer Workflows Solution Sales Executive and drive the success of ServiceNow's CX, FSM, Source to Pay, and related Customer Workflows solutions within the California State & Local Government market. You will be responsible for driving net new opportunities and growth, supporting territory strategy and planning, providing domain expertise, ensuring alignment with Now Value principles, and supporting customers in envisioning digital transformation. This role involves collaborating with the account team, partners, and internal teams, coaching AEs, and customizing responsibilities to meet territory needs. Success in this role requires significant experience in selling to SLG, specifically in Southern California, and a deep understanding of SaaS/Software Sales and SLG sales processes. ServiceNow offers a competitive compensation package including base pay, equity, variable compensation, and benefits.

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
• Current location in Southern California with flexibility to travel across the south of the state to attend internal/external events as needed
• History of achieving sales targets
• 7+ years knowledge and demonstrated success selling to SLG (So Cal SLG strongly preferred)
• 3+ years knowledge and demonstrated success selling Customer Workflows related software solutions
• Demonstrated success closing new logos in SLED vertical
• Experience as a SLG Specialty Sales AE, SLG Core AE, or closely related SLED sales role
• Past success collaborating within matrixed sales environment
• Deep understanding of SaaS/Software Sales, SLG sales, and business sales processes
• Bachelor's degree in business, marketing or related discipline
• Travel required: 30-50%

Responsibilities

• Drive net new opportunity and growth of Customer Workflows within territory
• Support CA SLG territory strategy and planning to improve vertical agreement, account use case targeting and execution
• Provide input and domain expertise to CA Core Regional Sales Leader and AE team during the account planning process based on territory strategy and recommendation
• Ensure recommendation to territory strategy and account planning is aligned with Now Value principles
• Support customers to envision the value of a digital transformation and support development of strategy by partnering with rest of account team, customer and partners
• Interlock with core Solutions Consulting & Customer Workflows Solutions Consulting on Capability Roadmap for feedback and agreement
• Coach core AEs, ADRs, ACE with foundational specialty solution area knowledge to identify specialty solution opportunities and help drive net new opportunities and manage the sales cycle
• Customize the time allocation of responsibilities to the needs of the territory and account team and celebrate successes
• Champion diversity and belonging to contribute to an open and inclusive environment

Benefits

• Health plans, including flexible spending accounts
• A 401(k) Plan with company match
• ESPP
• Matching donations
• A flexible time away plan
• Family leave programs
• Base pay of $123,000-203,450
• Equity (when applicable)
• Variable/incentive compensation