ServiceNow

Sr Services Account Executive-Public Sector

Vienna, Virginia, United States

Not SpecifiedCompensation
Senior (5 to 8 years)Experience Level
Full TimeJob Type
UnknownVisa
Information Technology & ServicesIndustries

Position Overview

  • Location Type: Remote
  • Job Type: Full-time
  • Salary: Not specified

The Services Account Executive is responsible for managing opportunities for Expert Services and Success Services within designated strategic accounts, in collaboration with license sales teams and partners. This role also involves activities aimed at achieving high customer satisfaction scores for services. The Services Executive ensures that all proposals are appropriately sized and scoped for successful project delivery. Each SAE is expected to ensure clients fully utilize their ServiceNow investment by driving rollout and deployment plans for the entire ServiceNow product suite. These plans should be developed in strong partnership with the sales organization.

Responsibilities

  • Act as the primary point of contact for the customer regarding ServiceNow’s Expert and Success Services portfolio.
  • Lead engagement negotiation, ensuring legal and operational stakeholder evaluations are performed, resulting in acceptable organizational risk for ServiceNow.
  • Collaborate with license and solution sales teams to appropriately position Expert and Success services on all designated accounts, utilizing ServiceNow staff, partners, or a combination.
  • Ensure plans are developed to deploy the full array of licensed products, not just those needed for an initial project.
  • After the initial license sale, identify other business opportunities within designated accounts for further ServiceNow product licensing and keep the sales organization informed.
  • Drive clients to provide references.
  • Exceed services sales quotas.
  • Provide Project Mobilization Support.
  • Ensure successful transition to the Delivery organization through comprehensive briefings and handover.
  • Identify business development plans for accounts with low customer satisfaction, low adoption/usage, and upgrade requirements.

Delivery/Finance Responsibility

  • Ensure each Expert and/or Success services proposal is contracted to maximize the chances of successful delivery (on time, on budget, delivering agreed functionality).
  • Draft each services proposal to maximize the chances of the client providing high marks for project satisfaction.
  • Drive service references.
  • Ensure each services contract enables revenue to be recognized in a timely and consistent fashion with minimal risk of detrimental revenue adjustment.

Qualifications

  • 7+ years of experience selling professional services and/or solutions in the software industry within the Federal space.
  • Consultative sales experience is required.
  • Ability to build and collaborate on strong relationships within the internal and external ecosystem, ensuring proper engagement with core teams and customers.
  • Excellent communication and analytical skills.
  • Thorough understanding of cloud application technology and trends.
  • Proven track record (details truncated in original description).

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.

Skills

Account Management
Customer Engagement
Sales Negotiation
Project Planning
Stakeholder Management
ServiceNow Products
Partnership Development

ServiceNow

Cloud-based platform for digital workflows

About ServiceNow

ServiceNow offers a cloud-based platform that helps businesses automate and manage their operations, improving efficiency and enhancing customer and employee experiences. The Now Platform includes applications for IT operations, customer service, human resources, and security operations, all accessible over the internet. Targeting large enterprises across various industries, ServiceNow operates on a software-as-a-service (SaaS) model, generating revenue through subscription fees and professional services. The company's goal is to streamline business processes and drive digital transformation for its clients.

Santa Clara, CaliforniaHeadquarters
2004Year Founded
$81.5MTotal Funding
IPOCompany Stage
Consulting, Consumer Software, Enterprise SoftwareIndustries
10,001+Employees

Benefits

Generous family leave
Flexible PTO
Matched Donations
Retirement benefits
Annual learning stipends
Paid volunteer time

Risks

Competitors like Nvidia and Google Cloud may outpace ServiceNow in AI advancements.
Over-reliance on AWS infrastructure could pose risks if AWS changes its strategy.
The departure of Era Software's co-founder may lead to strategic shifts within ServiceNow.

Differentiation

ServiceNow's Now Platform offers comprehensive digital workflow solutions across multiple business functions.
The company focuses on large enterprises, providing tailored solutions for diverse industries.
ServiceNow's SaaS model ensures steady recurring revenue through subscription fees.

Upsides

ServiceNow's partnership with AWS enhances AI-powered workflows, driving enterprise innovation.
The integration with Crowe Cyber Economic Risk Analyzer boosts ServiceNow's cybersecurity capabilities.
ServiceNow's AI-driven campaign with Idris Elba increases brand visibility and engagement.

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