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Solution Sales Executive - Data Protection Platform Security Sales

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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 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies™.
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
Overview:
Solution Sales is on a journey to innovate across ServiceNow's go-to-market, delight our customers, and fuel our unparalleled climb to $16B. We are moving fast, and with this rapid scale and dynamic growth, we are hiring a Solution Sales Executive to drive growth for our Data Protection Platform offering. We need a seasoned seller who will accelerate this growing business with a platform approach to how ServiceNow protects sensitive data and increases security, privacy, and compliance across our customers Enterprise.
The SSE will drive NNACV for the hypergrowth ServiceNow Platform Foundations/Security business unit in Enterprise and Strategic/SI accounts. To achieve your focused quota you will apply deep domain expertise to build and maturing pipeline in close partnership with account and specialist teams.
A successful candidate will know how to unlock the power of the ServiceNow GTM engine by enhancing core and solution sales capabilities, relaying customer feedback to inform product roadmap and GTM strategy, and orchestrating cross-functional ecosystem efforts to build a robust sales pipeline and capture market opportunities. You will bring domain expertise and previous sales experience with Data Privacy, Platform Encryption, Log Export Services, and Zero Trust Access. You will apply your expertise to drive business growth in partnership with various cross-functional teams, including Customer Security & Trust, sales, specialist sales, specialist consulting, product, marketing, partners, and other key stakeholders.
This role offers a unique opportunity to make a substantial impact on the organization's growth and success. The ideal candidate is a proven sales expert with deep subject matter expertise in the data security industry, with the ability to collaborate effectively, foster relationships, and demonstrate a keen intellectual curiosity that builds trust with senior leaders, account owners and stakeholders throughout the organization. The candidate must bring a combination of selling acumen, GTM expertise, knowledge, and cross-functional collaboration to drive results primarily in regulated markets requiring robust data protection frameworks.
Key Responsibilities:
• Deliver on a Number: Deliver on your territory's NNACV quota for the Data Protection product line. Build a robust territory plan, collaborate with field teams on account plans for target accounts, and execute sales plays to drive growth for the Data Protection product line.
• Build Pipeline: Identify target accounts, shape sales plays, and execute those plays to build pipeline. Partner with global cross-functional teams to drive data protection workflow priorities, execute customer events, and help geo-aligned solution sales specialist teams to ensure effective adoption and execution of data protection into their WF strategies, plays,
and activities. Develop partnerships and mindshare with other workflow solutions showing how data protection capabilities expand and accelerate their revenue opportunity.
• Mature Pipeline: Bring deep domain expertise to mature and develop opportunities, and support core field teams in the final stages of value negotiation and close.
• Enhance Field Capabilities: Incubate and scale a new business with an entrepreneurial mindset but do so with the support and heft of a broader GTM engine that consistently produces outstanding NNACV growth. Expand ServiceNow sale capacity by supporting initiatives to execute ERP enablement priorities, expand field domain expertise and ensure competitive readiness.
• Forecast the Business: Provide timely and reliable insight into current quarter forecast and multi-quarter business health.
• Influence the Roadmap: Provide feedback to product management about product enhancements that can address customer needs and provide additional market value.
• Be Customer & Industry Focused: Build and maintain strong relationships with key accounts, priority customers, partners, and the industry at large.
• Evangelize Data Protection Sales: Actively represent the portfolio in early stage customer and partner-facing events, as well as executive briefings.
• Collaborate Across the Alliances and Channel Ecosystem: Collaborate with the Global Partner organization to develop GTM partners for data protection growth objectives to drive NNACV.
• Leverage Multi-Workflow Strategies: Work in partnership with Global WF Leaders and BU GTM peers to develop multi-workflow strategies that include the protection of sensitive platform data in the cloud.
Qualifications
• 10+ years' experience in sales, especially for new or incubation products.
• Proven enterprise security software sales experience in a large, global, matrixed sales organization, with specialist sales experience preferred.
• Deep sales, market and product knowledge relating to Data Security, with specific experience selling enterprise software in a large, global matrixed sales organization.
• Demonstrated success partnering with senior product leaders to build and grow businesses.
• Strong understanding of customer buying preferences, market dynamics, and key drivers to craft effective sales GTM strategies.
• Consistent track record of meeting and exceeding quota.
• Strong knowledge of sales techniques, customer interaction, and customer relations.
• Proficient in forecasting, financial metrics, ROI assessment, and market insights analysis.
• Proven track record of selling to large enterprise-level customers and established relationships at the C-suite level. Excellent communication skills.
• Strong organizational, communication, teamwork, presentation, problem-solving, and time management skills.
• Experience in inspiring global, matrixed teams to follow best practices.
• Self-starter with a collaborative "win as a team" approach.
• Large GEO, Global, or International experience is a plus.
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 .
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.

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An Insider's view of ServiceNow

What’s the vibe like in the office?

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Juan

Software Developer

What does your typical day look like?

There’s never a day where I don’t feel like I’m doing something purposeful or valuable to my team or company.

Mica

Business Systems Analyst

How does the company support your career growth?

It’s a good place to be in, in that it’s a company that’s growing very fast, but it doesn’t have that big company feel. You don’t feel like a number in a system and you can articulate and know where you want to go. There are people here who can help you get there.

Christian

Account Executive

What’s the vibe like in the office?

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What are ServiceNow Perks + Benefits

ServiceNow Benefits Overview

We make work better for people—including our own. From work environments that help us do our best work, to benefits and a culture that encourage employees to stay healthy, happy, engaged, and growing, we keep our people at the center of everything we do.

Culture
Volunteer in local community
Open door policy
Open office floor plan
Flexible work schedule
Remote work program
Diversity
Documented equal pay policy
Dedicated diversity and inclusion staff
Mandated unconscious bias training
Diversity manifesto
Mean gender pay gap below 10%
Diversity employee resource groups
Hiring practices that promote diversity
Health Insurance + Wellness
Flexible Spending Account (FSA)
Disability insurance
Dental insurance
Vision insurance
Health insurance
Life insurance
Wellness programs
Financial & Retirement
401(K)
401(K) matching
Company equity
Employee stock purchase plan
Performance bonus
Charitable contribution matching
Child Care & Parental Leave
Childcare benefits
Generous parental leave
Family medical leave
Adoption Assistance
Vacation + Time Off
Unlimited vacation policy
Generous PTO
Paid volunteer time
Paid holidays
Paid sick days
Office Perks
Commuter benefits
Company-sponsored outings
Free snacks and drinks
Company-sponsored happy hours
Onsite office parking
Onsite gym
Professional Development
Tuition reimbursement
Lunch and learns
Promote from within
Mentorship program
Online course subscriptions available

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