Senior Solution Sales Executive, Risk & Security Solutions

Senior Solution Sales Executive, Risk & Security Solutions

At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can't wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you.

With more than 7,400+ customers, we serve approximately 80% of the Fortune 500, and we're proud to be one of FORTUNE's 100 Best Companies to Work For® and World's Most Admired Companies® 2022.

Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.

Job Description

The Solution Sales Executive will oversee market success of ServiceNow's Risk and Security Workflows products. You will play a leading role in engaging assigned accounts and be responsible for the creation of new business and pipeline across a substantial portion of the ServiceNow sales cycle and methodology. You will oversee executive relationship management for assigned accounts; lead and partner with virtual teams, including Core Field, Solution Sales, Solution Consulting, Support and Professional Services.

What you will get to do in this role:

• Develop a sales strategy in the allocated territory with a target prospect list, and a regional sales plan for your assigned account and/or territory.
• Develop relationships with multiple C-suite personas (e.g., CISO, Chief Risk Officer, CIO).
• Collaborate closely with your Solution Consulting counterpart and extended team to deliver 'art of the possible' demonstrations showcasing ServiceNow's capabilities & solution(s), orchestrating relationships as required.
• Continuously learn and understand the markets for GRC, Third Party Risk Management, Operational Resilience, Privacy and Security Operations.
• Own and Lead Risk & Security opportunities all the while collaborating closely with Core Sales Teams (AE's, SC's, Leadership), Partners and other ServiceNow Solution Areas to deliver outcomes to our clients and prospects.
• Demand generation activities where you reach out directly to prospects, customers, partners or present at industry events and seminars.
• Articulate customer success strategies to the field to streamline and standardize Platform presentations and value proposition.
• Support our clients in building business cases and value roadmaps.
• Prospect qualification and the development of new sales opportunities and ongoing revenue streams with limited support from inside sales.
• Sales process and pipeline management.
• Ongoing account management to ensure customer satisfaction and drive additional revenue streams.

Qualifications

In order to be successful in this role, we need someone who has:

• Deep experience in solution sales, preferably within a GRC, Information Security or Security Operations vendor.
• An understanding of the solution-related business processes.
• Experience leading virtual or matrixed teams.
• Ability to understand broad, macro-level business IT needs for a prospective client.
• 7+ years of sales experience within complex software or platform solutions.
• Experience establishing trusted relationships with current and prospective clients and other teams.
• Ability to produce new business, negotiate deals, and maintain healthy C-Level relationships.
• Ability to communicate complex issues in simple terms via written and oral media, to a variety of different audiences.
• Ability to forge strong business relationships and connect with both C-level execs at customers as well as with individuals in ServiceNow internal and external eco-system.
• Excellent communication and presentation skills.
• 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.
• Regional travel required up to 50% with offices in Brussels and Amsterdam.
• Fluency in English and a local language.