Account Executive, New Logos

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

The New Logo Account Executive is a pivotal role to ensuring ServiceNow 's
continued growth. In this role, you will identify new business by
strategically navigating a targeted set of prospective accounts to close
initial opportunities and convert our Prospects to Customers who will grow
with us for years to come. By deeply understanding their unique company
challenges and goals, you will pair them with solutions that will help them
reach their business objectives and blaze new trails within their
organizations. You play a critical part in our "DESCO21" go-to-market
strategy, and you will be set up for success within a fast paced,
collaborative, and inclusive culture.
You are a self-starter and an innovator. You will establish relationships
within a defined set of accounts to achieve net new revenue growth targets for
your given territory. By leveraging analytics, case studies, past performance,
and market intelligence, you will create a territory plan and craft your own
target account strategies. You will then apply these strategies and leverage
your extended sales team and partner ecosystem to sell the value and long-term
ROI of one or more of our industry leading solutions.
Post-sale you will lead in orchestrating the transition of these accounts to
our established Account Management team as you continue to focus on net new
logo accounts.
What you get to do in this rol e:
* Strategic territory planning - Follow a disciplined and analytical approach to planning and maintaining a target new account pipeline. Keep pipeline current and progressing.
* Sales strategies - Develop effective and specific account plans to maximize new revenue growth. Develop and leverage relationships throughout our strong partner networks and in your net new customer accounts to drive strategy through organization.
* Creative marketing and prospecting - Think outside-the-box to cultivate awareness of the ServiceNow vision. Strong planning and execution of targeted campaigns for your territory.
* Customer Acumen - Actively understand each customer's strategic growth plans, technology footprint and corresponding technology strategy, internal challenges and competitive landscape. Review public information (e.g., new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
* Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
* Account Transition - After successfully closing your initial sale, you will orchestrate the transition of the account to our Account Management team.
* Net New Revenue - Execute on new business revenue goals for the organization.

Qualifications

To be successful in this role you have:
* Proven track record of new logo sales experience in IT Service Management, HR, Security Operations, Customer Service, IT Operations Management (within software or IT sales organizations) and/or Management Consulting, with a demonstrated ability to generate new business at new accounts.
* Demonstrated experience in territory strategy, planning and sales execution with measurable wins.
* Ability to understand broad, macro-level business IT needs for a prospective client.
* Ability to break down a complex sales process into discrete activities and see steps ahead to deliver customer outcomes.
* Excellent interpersonal skills to inspire and lead a matrix team to establish trust and credibility with prospective customers.
* Demonstrated perseverance, resilience, and savvy to find new creative paths to open doors, increase interaction and participation, and engage prospects.
* The ideal candidate lives our values to "stay hungry and humble" and doesn't take their success for granted, always curious, ready to learn and evolve.
* Travel up to ‎50% (depending on geography/region
Preferred Qualifications
* Degree or equivalent relevant experience required. Experience will be evaluated based on the core competencies for the role and other transferable qualifications / experience
* Extensive experience of quota carrying, technology solution-based direct sales experience, penetrating net new accounts within a territory.
* Strong sales strategy skills and demonstrated experience prospecting and bringing in new business.
* Experience and success selling a variety of SaaS solutions across all lines of business.
* Demonstrated experience in keeping accurate forecast your territory, monthly/quarterly/annually, utilizing sales tools and analytics to target customers with higher propensity to buy and creating strategies that maximize success.
* Ability to thrive in a fast-paced environment.
* Track record of consistently achieving or surpassing your sales quota.

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.
For positions requiring access to technical data subject to export control
regulations, including Export Administration Regulations (EAR), ServiceNow may
have to obtain export licensing approval from the U.S. Government for certain
individuals. All employment is contingent upon ServiceNow obtaining any export
license or other approval that may be required by the U.S. Government.
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.