Sr Services Account Executive-Public Sector

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.