Company Description
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Job Description
Overview:
Solution Sales is on a journey to innovate across ServiceNow's go-to-market, delight our customers, and fuel our unparalleled climb to $16B. We are moving fast, and with this rapid scale and dynamic growth, we are hiring a Solution Sales Executive to drive growth for our Data Protection Platform offering. We need a seasoned seller who will accelerate this growing business with a platform approach to how ServiceNow protects sensitive data and increases security, privacy, and compliance across our customers Enterprise.
The SSE will drive NNACV for the hypergrowth ServiceNow Platform Foundations/Security business unit in Enterprise and Strategic/SI accounts. To achieve your focused quota you will apply deep domain expertise to build and maturing pipeline in close partnership with account and specialist teams.
A successful candidate will know how to unlock the power of the ServiceNow GTM engine by enhancing core and solution sales capabilities, relaying customer feedback to inform product roadmap and GTM strategy, and orchestrating cross-functional ecosystem efforts to build a robust sales pipeline and capture market opportunities. You will bring domain expertise and previous sales experience with Data Privacy, Platform Encryption, Log Export Services, and Zero Trust Access. You will apply your expertise to drive business growth in partnership with various cross-functional teams, including Customer Security & Trust, sales, specialist sales, specialist consulting, product, marketing, partners, and other key stakeholders.
This role offers a unique opportunity to make a substantial impact on the organization's growth and success. The ideal candidate is a proven sales expert with deep subject matter expertise in the data security industry, with the ability to collaborate effectively, foster relationships, and demonstrate a keen intellectual curiosity that builds trust with senior leaders, account owners and stakeholders throughout the organization. The candidate must bring a combination of selling acumen, GTM expertise, knowledge, and cross-functional collaboration to drive results primarily in regulated markets requiring robust data protection frameworks.
Key Responsibilities:
Deliver on a Number: Deliver on your territory's NNACV quota for the Data Protection product line. Build a robust territory plan, collaborate with field teams on account plans for target accounts, and execute sales plays to drive growth for the Data Protection product line.
Build Pipeline: Identify target accounts, shape sales plays, and execute those plays to build pipeline. Partner with global cross-functional teams to drive data protection workflow priorities, execute customer events, and help geo-aligned solution sales specialist teams to ensure effective adoption and execution of data protection into their WF strategies, plays,
and activities. Develop partnerships and mindshare with other workflow solutions showing how data protection capabilities expand and accelerate their revenue opportunity.
Mature Pipeline: Bring deep domain expertise to mature and develop opportunities, and support core field teams in the final stages of value negotiation and close.
Enhance Field Capabilities: Incubate and scale a new business with an entrepreneurial mindset but do so with the support and heft of a broader GTM engine that consistently produces outstanding NNACV growth. Expand ServiceNow sale capacity by supporting initiatives to execute ERP enablement priorities, expand field domain expertise and ensure competitive readiness.
Forecast the Business: Provide timely and reliable insight into current quarter forecast and multi-quarter business health.
Influence the Roadmap: Provide feedback to product management about product enhancements that can address customer needs and provide additional market value.
Be Customer & Industry Focused: Build and maintain strong relationships with key accounts, priority customers, partners, and the industry at large.
Evangelize Data Protection Sales: Actively represent the portfolio in early stage customer and partner-facing events, as well as executive briefings.
Collaborate Across the Alliances and Channel Ecosystem: Collaborate with the Global Partner organization to develop GTM partners for data protection growth objectives to drive NNACV.
Leverage Multi-Workflow Strategies: Work in partnership with Global WF Leaders and BU GTM peers to develop multi-workflow strategies that include the protection of sensitive platform data in the cloud.
Qualifications
10 years' experience in sales, especially for new or incubation products.
Proven enterprise security software sales experience in a large, global, matrixed sales organization, with specialist sales experience preferred.
Deep sales, market and product knowledge relating to Data Security, with specific experience selling enterprise software in a large, global matrixed sales organization.
Demonstrated success partnering with senior product leaders to build and grow businesses.
Strong understanding of customer buying preferences, market dynamics, and key drivers to craft effective sales GTM strategies.
Consistent track record of meeting and exceeding quota.
Strong knowledge of sales techniques, customer interaction, and customer relations.
Proficient in forecasting, financial metrics, ROI assessment, and market insights analysis.
Proven track record of selling to large enterprise-level customers and established relationships at the C-suite level. Excellent communication skills.
Strong organizational, communication, teamwork, presentation, problem-solving, and time management skills.
Experience in inspiring global, matrixed teams to follow best practices.
Self-starter with a collaborative "win as a team" approach.
Large GEO, Global, or International experience is a plus.
Additional Information
ServiceNow is an Equal Employment 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.

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