Sr. Solution Sales Executive | Mid-Market

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
ServiceNow is the fastest-growing enterprise cloud software company in the world above $1 billion, and we believe it's the great people who will keep us there. We hire carefully, we hire the best, and we celebrate our people. Come join our Sales A-team!
ServiceNow is currently seeking a highly driven, experienced salesperson to join the Mid-Market Sales team managing our CRM and Industry solutions while based in our San Diego office. The candidate will be a quota-carrying individual with a demonstrable track record in new business sales, from pipeline generation through to close (full sales cycle), ideally over the telephone or video conferencing within a Commercial capacity.
The right experienced sales representative will contribute to the growing team of Mid-Market Sales Execs managing CRM and Industry workflows supporting our Mid-Market sales organization. Experience understanding and communicating with CXO personas is also a plus.
What you get to do in this role:

• Work as a business partner with account teams to develop pursuit strategies for engaging leadership at customers and partners
• Act as an expert for our CRM and Industry workflows, and expand solution presence within existing accounts or look for new logos while maintaining and growing your expertise in leading transformational technology concepts and methodologies
• Take the sales lead in all Commercial Mid-Market accounts where there is a CRM and Industry opportunity
• Align ServiceNow capabilities with desired outcomes for digital transformation and leverage the platform
• Focus on understanding an organization's business drivers, challenges, pain points and how ServiceNow solutions provide business outcomes that align to those initiatives
• Manage sales opportunities and business relationships, from the office, with influential contacts within Commercial Mid-Market Accounts
• Meet or exceed Monthly, Quarterly, and Annual sales objectives, constantly working towards daily, monthly & quarterly KPI metrics such as pipeline build, revenue attainment, created opportunities, ACV bookings, and renewal rates
• Provide timely and accurate information to management such as forecasting and opportunity status
• Understand, develop and build a franchise within your assigned geographical territory in order to consistently exceed quarterly and annual sales goals, and create successful, happy customers
• Follow the sales process in order to win new ACV business
• Facilitate resources necessary to further the sales cycle such as Solution Consultants, Customer Service, Marketing etc.
• Effective Data Management through internal and external sources such as CRM, social media, search engines, and press
• Occasional travel for training and/or meetings may be required

Qualifications
To be successful in this role you have:

• 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
• 3+ years of technology sales experience in enterprise software or consulting services
• Experience in selling enterprise-class solutions
• Strong technical aptitude to understand the challenges a prospect is facing and translate those into business outcomes ServiceNow can deliver, and to communicate the value
• A thorough understanding of the sales process and the ability to navigate and progress short but complex sales cycles
• Presentation skills via web-based tools
• Excellent communication skills
• Excellent relationship-building skills - Ability to build meaningful business relationships with ServiceNow customers, prospects, and internal colleagues
• Persistent, dependable, and accountable
• Able to adapt to a constantly changing and growing environment

For positions in this location, we offer a base pay of $87,550 - $135,750, 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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