ServiceNow Services Account Executive - Regulated Industries

Employment Type: Full-time Location Type: Remote

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.

Position Overview

This role is part of the Customer Excellence Group team, focused on accelerating platform adoption and driving customer business outcomes through a portfolio of services. These services are delivered by world-class consultants, training and success professionals, utilizing leading practices, methodologies, and tools, as well as our ecosystem of partners.

Responsibilities

As a ServiceNow Services Account Executive, you will be responsible for selling a portfolio of service offerings designed to help customers in Regulated Industries successfully adopt products and achieve their expected business outcomes. These offerings include product implementation and adoption Expert Services. You will act as a trusted advisor to the account team and customers for successful implementation, adoption, and value realization.

• Sales Strategy & Execution:
  • Collaborate with software sales account teams, Customer Excellence Group team members, and our ecosystem of delivery partners.
  • Develop and execute a services sales strategy in the designated territory with a target account list.
  • Proactively create new Services opportunities in both new and installed base customers.
  • Create pipeline and manage the end-to-end forecasting process for Services opportunities.
• Customer Engagement:
  • Serve as a trusted advisor to the customer by understanding their existing and future digital transformation roadmap and driving the right mix of ServiceNow services to meet their needs.
  • Arrange and conduct Executive and CxO services-related discussions in alignment with the account strategy.
  • Lead extended teams in solutioning, scoping, and proposal development.
  • Execute a value-based selling methodology for Services opportunities.

Qualifications

• AI Integration Experience: 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.
• Sales Experience:
  • Minimum 12 years of previous services sales experience gained within a SaaS software or solution sales organization (or reasonably equivalent).
  • New account sales focus, operating independently to identify new opportunities.
  • Demonstrable track record of achieving Services, Success, or Training sales targets.
• Relationship Building: Existing relationships in large enterprise accounts are a plus.
• Communication & Collaboration: Ability to communicate and collaborate across lines of business and multiple customer and partner personas, including executives.
• Operational Acumen: Strong operational command – managing end-to-end franchise.
• Travel: Up to 50% (depending on geography/region).

Compensation

For positions in this location, we offer a base pay of $206,500k to $340,800k plus equity (when applicable), variable/incentive compensation, and benefits. Sales positions generally offer a commission structure.