Solution Sales Executive - Risk & Security (Federal)

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

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Company Description

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

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Position Overview

The Solution Sales Executive will be responsible for the market success of ServiceNow's Risk & Security products within the Federal sector. These products are built on our leading Service Management platform, offering a single source of truth to streamline enterprise processes with consistent information.

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Responsibilities

• Support the strategy and solution win for specialty solution areas based on engagement models.
• Develop and execute territory strategy to improve vertical agreement, account use case targeting, and execution.
• Provide input to Account Executives (AEs) during account planning, aligning with territory strategy and recommendations.
• Ensure recommendations for territory and account planning are consistent with Now Value principles.
• Partner with account teams, customers, and partners to help customers envision the value of digital transformation and support strategy development.
• Interlock with Solution Consultants (SC) & Specialist SCs on Capability Roadmaps for feedback, agreement, and team alignment.
• Coach AEs, Account Development Representatives (ADRs), and Account Executives (ACEs) on foundational specialty solution area knowledge to identify opportunities and manage the sales cycle.
• Customize time allocation for responsibilities based on territory and account team needs.
• Champion diversity and belonging to foster an open and inclusive environment.

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Qualifications

To be successful in this role, you should have:

• Experience with AI: 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 impact on a function or industry.
• Specialty Solutions Expertise: 7+ years of knowledge regarding the return on investment of specialty solutions areas to drive solution wins.
• Sales Experience: Proven experience as an Account Executive (AE), or in an alternative sales or customer service role.
• Business Acumen: Understanding of business sales processes.
• Travel: Ability to travel 30-50%.

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Compensation and Benefits

• Base Pay: $137,000 - $200,000 (guideline, actual compensation varies based on qualifications, skill level, competencies, and work location).
• Incentive Compensation: Sales positions typically offer a competitive On Target Earnings (OTE) incentive compensation structure.
• Equity: Potential for equity participation.
• Benefits: Health plans (including flexible spending accounts), 401(k) Plan with company match, Employee Stock Purchase Plan (ESPP), matching donations, flexible time away plan, and family leave programs.

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

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Additional Information

Work Personas

ServiceNow embraces a flexible and trusting approach to its distributed work environment. 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 using a third-party service to determine the distance between your primary residence and the closest ServiceNow office. Learn more here.