MidMarket Solution Sales Executive (Security Operations and Risk)

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.

Job Description

ServiceNow is currently seeking a highly driven, experienced salesperson to join the MidMarket Solution Sales team managing our Technology Workflows, with focus on Security Operations (Cyber) and Risk solutions while based in either our Waltham, MA or San Diego, CA office.

The candidate will be a quota-carrying individual with a demonstrable track record in new business sales, from prospecting to close, as well as revenue generation (full sales cycle), ideally over the telephone or video conferencing within a Commercial capacity.

Experience understanding and communicating with CXO personas is also a plus.

What you get to do in this role:

• Work as a business partner with midmarket account teams to develop pursuit strategies for engaging leadership at customers and partners
• Act as an expert for our Technology Workflow (TWF), specifically Security Operations and Risk, and expand solution presence within existing accounts or look for new logos while maintaining and growing your expertise in leading transformational technology concepts and methodologies
• Take the sales lead in all MidMarket accounts where there is a TWF SecOps/Cyber/Risk Workflow opportunity
• Coach AEs, ADRs, ACE with foundational specialty solution area knowledge to identify specialty solution opportunities and help manage the sales cycle
• Align ServiceNow capabilities with desired outcomes for digital transformation, leveraging the platform, and support customers to envision the value of a digital transformation
• Focus on understanding an organization's business drivers, challenges, pain points and how ServiceNow solutions provide business outcomes that align to those initiatives
• Manage sales opportunities and business relationships, from the office, with influential contacts within Commercial MidMarket Accounts

• Meet or exceed Monthly, Quarterly, and Annual sales objectives, constantly working towards daily, monthly & quarterly KPI metrics such as pipeline build, revenue attainment, created opportunities, ACV bookings, and renewal rates (carrying sales quota on a 50/50 plan)

• Provide timely and accurate information to management such as forecasting and opportunity status
• Understand, develop and build a franchise within your assigned geographical territory in order to consistently exceed quarterly and annual sales goals, and create successful, happy customers
• Follow the sales process in order to win new ACV business
• Facilitate resources necessary to further the sales cycle such as Solution Consultants, Customer Service, Marketing etc.
• Effective Data Management through internal and external sources such as CRM, social media, search engines, and press
• Occasional travel for training and/or meetings may be required
• Responsible for carrying sales quota on a 50/50 plan

Qualifications

To be successful in this role you have:

• 3+ years of technology sales experience in enterprise software or consulting services
• Experience in selling enterprise-class solutions
• Strong technical aptitude to understand the challenges a prospect is facing and translate those into business outcomes ServiceNow can deliver, and to communicate the value
• A thorough understanding of the sales process and the ability to navigate and progress short but complex sales cycles
• Presentation skills via web-based tools
• Excellent communication skills

For positions in California (outside of the Bay Area), we offer a base pay of $66,700 - $103,400, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs (subject to eligibility requirements). Compensation is based on the geographic location in which the role is located, and is subject to change based on work location. For individuals who will be working in the Bay Area, there is a pay enhancement for positions located in that geographical area; please contact your recruiter for additional information.

Not sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate!

Additional Information

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work. Learn more here .

Equal Opportunity Employer

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact for assistance.

Export Control Regulations

For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.

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