Sr Services Account Executive-Federal

Company Description
It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today - ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.
Job Description
The Services Account Executive is responsible for the opportunity management of both Expert Services and Success Services sales within designated strategic accounts, in coordination with the license sales teams and partners. Additional responsibilities involve activities to support obtaining the highest levels of services customer satisfaction scores. The Services Executive ensures that all proposals are sized and scoped for successful project delivery.
Each SAE is expected to ensure that clients make full use of their ServiceNow investment by driving rollout and deployment plans for the full array of licensed ServiceNow products. These plans should be developed through a strong partnership with the sales organization.
The SAE role is responsible for ensuring that each services proposal is structured to allow revenue to be recognized in a predictable and timely fashion and with minimal risk of revenue being withdrawn or reduced versus initial contract expectation. The role will work with the Delivery organization to provide expected revenue performance numbers, versus plan.
Responsibilities:

• Act as the primary point of contact for the customer with regards to ServiceNow's Expert and Success Services portfolio
• Lead engagement negotiation, ensuring legal and operational stakeholder evaluations are performed resulting in acceptable organizational risk taken by ServiceNow
• Work with the license and solution sales teams to ensure that Expert and Success services are appropriately positioned on all designated accounts. This may be through ServiceNow staff or through partners or a combination of both
• Ensure that plans are developed such that the full array of licensed product may be deployed not just that which might be needed for a first project
• After the initial license sale look for other business opportunities within designated accounts which may allow further ServiceNow products to be licensed and keep the sales organization appraised of any such opportunities
• Drive the client to provide references
• Exceed services sales quotas

Project Mobilization Support

• Ensure successful transition to the Delivery organization through comprehensive briefings and handover
• Identify business development plans for accounts with low customer satisfaction, low adoption/usage and upgrade requirements

Delivery/Finance Responsibility

• Ensure that each Expert and or Success services proposal is contracted such that the chances of successful delivery; on time, on budget and delivering the agreed functionality are maximized
• Ensure that each services proposal is drafted to maximize the chances of the client providing high marks for project satisfaction.
• Drive service references
• Ensure that each services contract enables revenue to be recognized in a timely and consistent fashion with minimal risk of detrimental revenue adjustment

Qualifications

• 7+ years of experience in selling professional services and/or solutions in the software industry in the Federal space
• Consultative sales experience is required
• Ability to build and collaborate strong relationships within the internal and external ecosystem, ensuring proper engagement with core teams and customers
• Excellent communication skills analytical skills and thorough understanding of cloud application technology and trends
• Proven track record of meeting and exceeding quota and key success metrics
• Ability to segment account list and identify appropriate investment of resources
• Cross-functional teamwork skills. Able to handle tough conversations and challenging meetings with internal and external stakeholders
• Display a balance of strategic and tactual skills with a high level of intellectual agility
• Strong focus on ownership and execution against deadlines while managing multiple opportunities at a time
• BA/BS degree is desired
• Travel required up to 50%

For positions in this location, we offer a base pay of $137,640 - $227,160, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.
Additional Information
Work Personas
We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here .
Equal Opportunity Employer
ServiceNow is an equal 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. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.
Accommodations
We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance.
Export Control Regulations
For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.
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