Solution Sales Executive - GRC/Risk

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 Solution Sales Executive is a sales role requiring at least 4-5 years of GRC and/or Security selling experience. In this role you will oversee market success of ServiceNow's GRC/Risk and Security products. These products are built on our market leading Service Management platform and create a single source of truth that allows enterprise processes to execute with uniform information. ServieNow's Risk and Security business recently surpassed the $1Billion mark and we are intent on accelerating that growth going forward. This is not an overlay position, it is not a role for "participants" however it is made for leaders who know how to own their own deals and outcomes.
What you get to do in this role:
The Solution Sales Executive supports the strategy and solution win for specialty solution areas depending on engagement model. Responsibilities/ activities can vary by solution area given coverage capacity.

• Support territory strategy and planning to improve vertical understanding, account use case targeting and execution
• Provide input to AE during the account planning process based on territory strategy and recommendation
  • Support opportunity identification strategies and execute them
• Ensure recommendation to territory strategy and account planning is aligned with Now Value principles
• Engage with the Chief Risk Officer (CRO), Chief Information Security Officer (CISO), Chief Information Officer (CIO) and members of their direct staff.
• Lead opportunities through the sales cycle and drive them to closure
• Support customers to envision the value of a digital transformation and support development of strategy by partnering with rest of account team, customer and partners.
• Interlock with SC & Specialist SC on Capability Roadmap for feedback and agreement and team based on engagement model
• Coach AEs, ADRs, ACE with foundational specialty solution area knowledge to identify specialty solution opportunities and help manage the sales cycle
• Customize the time allocation of responsibilities to the needs of the territory and account team and celebrate successes
  • Leverage channel parterns for all aspect of the sales cycle
  • Leverage marketing driven events and communications to drive customer interest
• Champion diversity and belonging to contribute to an open and inclusive environment

Qualifications
To be successful in this role you have:

• Candidate must reside in the mid to western United States where account base is located.
• Candidate must have 4-5 years of experience "selling" GRC/Risk products.
• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry.
• Demonstrate experience selling to "C" level executives and their teams.
• 5+ years knowledge on return on investment of specialty solutions area to lead solution win
• Experience as an AE, or in alternative sales role
• Understanding of business sales processes
• Travel required: 30-50%

For positions in this location, we offer a base pay of $111,000 - $166,000 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 . To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.
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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