About ServiceNow:

ServiceNow, The Enterprise Cloud Company, is the industry-leading cloud platform provider for building enterprise applications.  We are redefining markets and changing the perception of enterprise software.  Our cloud platform allows enterprises to bring together business strategy, application design and operations in a powerfully simple solution.

To sustain our explosive growth, we are looking for drivers—people who thrive on responsibility and live for the next big challenge.  We seek to employ the brightest and most forward-thinking talent on the planet, and we want to hire people who have their best work ahead of them, not behind them.  Accelerate your career and succeed in an environment where you can make an impact daily.  We invite you to join in to stand out.

Job Summary:

ServiceNow’s Alliances and Channels Ecosystem (ACE) is a strategic pillar for the organization’s growth engine.  We are looking for a dynamic Senior Account Executive that thrives in a fast pace working environment and can play an integral role in selling into NTT Ltd. 

Reporting to the Senior Director, Partner Sales, fulfilling this role means you will be expanding the relationship and our footprint with this partner. The Senior Account Executive will be responsible for generating new business in two areas 1) “Partner as-a-client” and 2) “Partner as a Service Provider (‘MSP’)”

The ideal candidate will have significant experience operating at the senior executive levels and have a solid understanding of this partner’s business model.  A high business acumen is a must with the ability to translate how ServiceNow’s technology platform can drive value for the partner.

A high-energy candidate with diverse skill sets such as relationship building, enterprise software selling, negotiation, problem solving and communications and who are looking to operate at the executive levels should apply. 

Qualifications:

• Experience and demonstrable track record in selling SaaS software within the Enterprise market
• Excellent instincts and proven ability to interface at a senior and C-level with ease
• Adept at moving quickly between low-level execution and high-level strategic thinking and organization
• A good understanding of this partner’s operating model. Experience working at or selling into this partner, a plus
• Superior relationship building skills across stakeholders around the globe
• Excellent executive communication and presentation skills
• Proven track record of exceeding sales objectives and negotiation skills
• Fast paced, high growth company experience
• Capable of performing in a virtual team environment

Responsibilities:

• Qualify, originate, shape and close deals
• Operate in a global organization with travel expected
• Generate opportunities through expanding the network across the various groups at the partner
• Own the sales cycle – from origination to closing the deal providing accurate forecasting
• Develop a Sales Strategy and Account Plan to leverage the internal and Service Provider routes to market within the partner
• Collaborate with Marketing teams to build and execute joint demand generation plans
• Being the trusted advisor to the partner by understanding their existing and future IT roadmap to drive the ServiceNow solution within the partner
• Arranging and conducting initial Executive and CxO discussions and positioning meetings
• Ongoing account management to ensure customer satisfaction and drive additional revenue streams

Experience:

• 10+ years, experience in software sales selling into large, global complex enterprises
• Specific experience working with or selling to NTT Ltd., a plus
• Experience in dealing with senior executives including CIO’s
• Proficient with Microsoft Office productivity tools
• Bachelor’s Degree or equivalent. MBA a plus

ACE (Alliances and Channels Ecosystem)  Competencies:

In addition to our ServiceNow leadership competencies, the ACE organization has defined core and functional competencies that are aligned to the ACE operating model and provide the foundation of the framework, describing behaviors to be displayed by all ACE employees.

Core Competencies:

• Ensures Accountability – Holds self and others accountable to meet commitments
• Execution Focus – Consistently achieving results even under tough circumstances
• Strategic Mindset– Seeing ahead to future possibilities and translating them into breakthrough strategies

Functional Competencies for Partner Sales

• Communicates Effectively – Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences
• Situational Adaptability – Adapting approach and demeanor in real time to match the shifting demands of different situations
• Manages Conflict – Handling conflict situations quickly and effectively

ServiceNow is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, or veteran status. If you are an individual with a disability and 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 (408) 501-8550, or [email protected] for assistance.