Sr Enterprise Account Exec

To excel as a Sr Enterprise Account Executive at ServiceNow, you need strong relationship-building skills, especially with C-suite executives. Experience in software or solutions sales for over a decade is crucial. You'll also benefit from having a strategic mindset for account and territory planning, along with the ability to successfully negotiate deals and maintain long-lasting client relationships.

In the role of Sr Enterprise Account Executive at ServiceNow, you will focus on generating new business revenue through our SaaS license model. You’ll engage with various industries, develop tailored strategies for client accounts, and collaborate with virtual teams to advise clients on how our solutions can streamline operations and enhance their IT roadmap.

Travel is a key component of the Sr Enterprise Account Executive position at ServiceNow. You can expect to travel up to 50% of your time to meet clients and foster relationships in person, which is vital for understanding their needs and providing tailored solutions that drive success.

While there are no strict educational requirements for the Sr Enterprise Account Executive role at ServiceNow, having a background in business, marketing, or a related field can be advantageous. However, what is most important is your extensive sales experience in software or solutions organizations and your ability to develop successful relationships with clients.

ServiceNow values talent development and offers various paths for career growth. As a Sr Enterprise Account Executive, you can advance to senior sales management roles, explore positions in account strategy, or transition into other areas such as product management, marketing, or partner relations, further enhancing your career trajectory.

ServiceNow fosters an inclusive and collaborative culture, encouraging diverse backgrounds and unique experiences. As a Sr Enterprise Account Executive, you'll be part of a dynamic team, working flexibly to achieve shared goals. The company's commitment to making work better for everyone is reflected in its supportive work environment and focus on innovation.

As a Sr Enterprise Account Executive at ServiceNow, you will have access to an array of resources including cutting-edge technology, customer relationship management tools, and extensive training programs. This support allows you to excel in developing strategies and managing client relationships effectively.

When discussing your sales experience, focus on specific examples where you met or exceeded targets, detailing the strategies and tactics you used. Highlight any metrics or data that demonstrate your success to provide context and support your claims.

To effectively develop relationships with C-suite executives, emphasize your approach to personalization and understanding their business needs. Discuss how you conduct research to tailor conversations and offer solutions that align with their strategic objectives.

When addressing objections, share a systematic approach: first, listen attentively to understand the concern, then validate it, and finally provide evidence or case studies to counter it. Show your adaptability and problem-solving skills to reassure the client.

Recap a specific situation where you negotiated a contract, detailing the challenges encountered and how you overcame them. Highlight the negotiation techniques used and the importance of maintaining a win-win relationship.

Discuss your familiarity with CRM tools and your methodologies for tracking interactions and setting reminders. Stress the importance of organization and regular communication to maintain strong relationships across multiple accounts.

Explain your strategies for staying informed, such as attending industry conferences, subscribing to relevant publications, and engaging in networks or forums. Highlight how this knowledge allows you to position ServiceNow’s solutions more effectively.

Your answer should underscore the importance of understanding client needs, setting clear objectives, and aligning ServiceNow’s offerings with those needs. Discuss your methods for prioritizing accounts based on potential and fit.

When recounting this experience, focus on the challenges faced, the specific actions you took to address them, and the eventual positive outcome. Emphasize your determination and customer-focused approach.

Discuss methods you've used, such as initiating training sessions, open communication channels, or recognizing team achievements that prioritize customer success. This shows your leadership qualities and collaborative spirit.

Articulate what drives you personally, whether it’s achieving targets, building relationships, or contributing to customer success. This insight gives interviewers a glimpse into your motivations and cultural fit.