Solution Sales Executive - Risk/GRC (Civilian & A&D)

Employment Type: Full-time Location Type: Remote Salary: $137,000 - $200,000 (Base Pay)

Company Description

ServiceNow, founded in San Diego, California in 2004, is a global market leader transforming how work is done. With over 8,100 customers, including 85% of the Fortune 500®, we provide innovative AI-enhanced technology through our intelligent cloud-based platform. We connect people, systems, and processes to help organizations work smarter, faster, and better. Our purpose is to make the world work better for everyone.

Position Overview

The Solution Sales Executive will be responsible for the market success of ServiceNow's Risk/GRC products within the Civilian and Aerospace & Defense (A&D) territories. These products are built on our leading Service Management platform, offering a single source of truth to ensure uniform information for enterprise processes.

Responsibilities

• Support the strategy and solution win for specialty solution areas based on the engagement model.
• Support territory strategy and planning to improve vertical agreement, account use case targeting, and execution.
• Provide input to Account Executives (AEs) during the account planning process, aligning with territory strategy and recommendations.
• Ensure recommendations for territory strategy and account planning align with Now Value principles.
• Support customers in envisioning the value of digital transformation and assist in strategy development by partnering with the account team, customers, and partners.
• Interlock with Solution Consultants (SC) & Specialist SCs on the Capability Roadmap for feedback and agreement, collaborating based on the engagement model.
• Coach AEs, Account Development Representatives (ADRs), and Account Executives (ACEs) with foundational specialty solution area knowledge to identify opportunities and manage the sales cycle.
• Customize time allocation for responsibilities based on the needs of the territory and account team.
• Champion diversity and belonging to contribute to an open and inclusive environment.

Qualifications

• Must reside in the DC Metro area.
• Experience leveraging or critically thinking about integrating AI into work processes, decision-making, or problem-solving. This includes using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry.
• 7+ years of experience demonstrating the return on investment (ROI) of specialty solutions.
• Experience as an Account Executive (AE) or in an alternative sales/customer service role.
• Understanding of business sales processes.
• Travel Required: 30-50%

Compensation and Benefits

• Base Pay: $137,000 - $200,000 (This is a guideline; individual compensation will vary based on qualifications, skill level, competencies, and work location.)
• On Target Earnings (OTE): Competitive incentive compensation structure for sales positions.
• Benefits:
  • Equity (when applicable)
  • Variable/incentive compensation
  • Health plans, including flexible spending accounts
  • 401(k) Plan with company match
  • Employee Stock Purchase Plan (ESPP)
  • Matching donations
  • Flexible time away plan
  • Family leave programs

Note: Compensation is based on the geographic location of the role and is subject to change.

Additional Information

Work Personas

ServiceNow embraces a flexible and trust-based approach to its distributed workforce. Work personas (flexible, remote, or required in office) are assigned based on the nature of the work and assigned work location. Eligibility for a work persona may be confirmed by ServiceNow based on the distance between your primary residence and the closest office.